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Speaker 1: Last year, we gave close to twenty thousand chubberchups away.

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Speaker 1: We served tens of thousands of coffees from our two

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Speaker 1: coffee vans. And what did that create. It meant that

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Speaker 1: children were happy at our auctions. People were happy at

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Speaker 1: our auctions. There was free coffee, there was free water.

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Speaker 1: It became a bit of a spectacle. And when it

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Speaker 1: becomes a bit of a spectacle, then people feel good.

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Speaker 1: As an auctioneer, the best auctioneers and I've been every

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Speaker 1: sort of auctioneer since i started, because when I started,

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Speaker 1: I knew nothing, and I've developed my style across the

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Speaker 1: process what I try to be now, and it doesn't

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Speaker 1: always work because it's all unscripted. I try to be

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Speaker 1: happy and I try to be nice because happy and

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Speaker 1: nice makes a better sales process.

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Speaker 2: Welcome to How I Work, a show about the tactics, hacks,

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Speaker 2: and rituals used by the world's most successful people to

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Speaker 2: get so much out of their day. I'm your host,

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Speaker 2: doctor Amantha Imba. I'm an organizational psychologist, the founder of

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Speaker 2: innovation consultancy Inventium, and I'm obsessed with finding ways to

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Speaker 2: optimize my work day. Now, before we get into today's interview,

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Speaker 2: I wanted to mention something that my company, Inventium, has

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Speaker 2: done every year for the last nine years, and that

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Speaker 2: is create Australia's Most Innovative Companies list in partnership with

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Speaker 2: the Australian Financial Review. And the good news for you

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Speaker 2: if you are listening and working at a company that

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Speaker 2: you think is quite innovative, is that we have just

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Speaker 2: opened a call for entries. So if you work in

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Speaker 2: an organization that has thirty or more employees and would

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Speaker 2: consider your company pretty innovative, why not nominate.

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Speaker 3: Nomination is free.

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Speaker 2: It's completely free to nominate and it will take you

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Speaker 2: only a couple of minutes to do so, and by

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Speaker 2: doing so, you give your company the chance to be

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Speaker 2: recognized as one of Australia and New Zealand's most Innovative

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Speaker 2: companies and the list will be published on October nine

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Speaker 2: in the Australian Financial Review. So to nominate your company,

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Speaker 2: simply go to most Innovative dot com dot au. That's

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Speaker 2: most Innovative dot com dot au. Okay, So my guest

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Speaker 2: on today's show is Philip Kingston. Philip is the co

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Speaker 2: founder of one of the most successful real estate agencies

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Speaker 2: in Australia, Gary Pierre. I actually first became aware of

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Speaker 2: Philip about maybe fifteen years ago when I randomly encountered

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Speaker 2: an auction that he was running, and I got to

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Speaker 2: say it was the most entertaining twenty minutes of my week.

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Speaker 2: Philip is hands down the best auctioneer I've ever seen.

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Speaker 2: It's seriously like going to outdoor theater. So if you

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Speaker 2: live in the Melbourne area, go to a Philip Kingston

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Speaker 2: auction and you will see what I mean and look

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Speaker 2: since then, over the years, Philip has actually sold properties

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Speaker 2: for me and I also recently bought one from him too,

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Speaker 2: so I feel like I know him quite well now.

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Speaker 2: So I wanted to have Philip on the show because

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Speaker 2: he's one of the best sales people I've ever met.

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Speaker 2: So we talk a lot about his sales strategies during

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Speaker 2: this interview. So, if sales is part of your job,

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Speaker 2: and look to be honest, I think sales is part

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Speaker 2: of everybody's job. We are all trying to influence and

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Speaker 2: persuade other people to our ideas, our products, our services,

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Speaker 2: a lot of things. Really, I think you'll find a

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Speaker 2: lot of really helpful strategies in this interview. And also

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Speaker 2: if you happen to be planning on bidding at an

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Speaker 2: auction at some time in the future, then we also

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Speaker 2: get into Philip's advice about how to give yourself the

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Speaker 2: best chance of success, what should you be looking for,

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Speaker 2: how should you be acting, which I.

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Speaker 3: Personally found absolutely fascinating.

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Speaker 2: So on that note, over to Philip to hear about

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Speaker 2: how well he works.

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Speaker 3: Philip, Welcome to the show.

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Speaker 1: A Mantha. Great to be with you.

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Speaker 3: I have known you and also known of you for

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Speaker 3: many many years.

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Speaker 2: I remember when I first encountered you, was probably about

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Speaker 2: a decade ago, and I saw you doing an auction

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Speaker 2: in Corefield, and I've always had like a passing interest

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Speaker 2: in real estate, and I kind of mose it on

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Speaker 2: over to this auction and it was probably the most

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Speaker 2: entertaining twenty minutes of my month. But I think one

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Speaker 2: of the things I find most striking about you is

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Speaker 2: how good you are at selling, whether that.

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Speaker 3: Be in the auction or one on one.

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Speaker 2: So I want to start by looking at some of

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Speaker 2: the sales strategies that you perhaps consciously think about but

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Speaker 2: also unconsciously just demonstrate. Like kind of let's maybe start

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Speaker 2: with that first meeting where you're meeting with someone who

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Speaker 2: was shopping around for a real estate agent to sell

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Speaker 2: their home. What are you thinking about in that first meeting.

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Speaker 1: So I think that everything for me boils down to energy,

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Speaker 1: because scripts and dialogues can be learned, and good people

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Speaker 1: are always reading and trying to increase their knowledge and

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Speaker 1: their fundamental understanding of the craft of selling. So I

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Speaker 1: do a lot of that. But for me, everything revolves

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Speaker 1: around energy because I think people will always respond to

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Speaker 1: positive energy. And when I walk into a room, I've

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Speaker 1: developed the ability to be able to light the place up. Now,

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Speaker 1: I don't mean that in any arrogant sense, but I

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Speaker 1: think that most people operate on low to medium levels

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Speaker 1: of energy, and I think when a high energy person

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Speaker 1: comes in, and particularly with a smile, then people will

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Speaker 1: generally open themselves up to somebody that has positive energy.

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Speaker 1: So I'm a great believer in doing everything possible to

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Speaker 1: ensure that I'm able to keep that energy turned on

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Speaker 1: all the time, and I think that works for me,

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Speaker 1: both socially and from a professional point of view, although

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Speaker 1: it does tend to be a bit exhausting at the

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Speaker 1: end of the week.

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Speaker 3: Yeah, how are you doing that?

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Speaker 2: So I imagine that some mornings you must get out

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Speaker 2: of bed not in a good mood.

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Speaker 1: So I get out of bed pretty much every day,

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Speaker 1: not in a good mood. But I've built a series

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Speaker 1: of disciplines in my life that ensure that everything I

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Speaker 1: do is scripted to a degree. And keep in mind,

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Speaker 1: I live in a very unscripted business. Auctions, as you've seen,

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Speaker 1: are totally unscripted. You don't know what the buying public

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Speaker 1: are going to do, you don't know what the weather's

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Speaker 1: going to be, you don't know who's going to drive

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Speaker 1: through the middle of an auction. But everything I do

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Speaker 1: has got a purpose built into making me the most

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Speaker 1: energetic I can be. So I have a ritual in

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Speaker 1: the morning, and I have a diet that has been

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Speaker 1: designed for me that gives me maximum energy.

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Speaker 3: Okay, let's dig into details there.

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Speaker 2: So what's your morning richel and then tell me more

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Speaker 2: about this diet has been designed for you.

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Speaker 1: So I'm a great believer in diet is crucially important.

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Speaker 1: And so I get out of bed in the morning,

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Speaker 1: I drag my sorry backside downstairs. I flick on my

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Speaker 1: coffee machine, which has been researched to be the best

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Speaker 1: coffee machine. I could possibly buy it and afford. It's

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Speaker 1: Lemazaroko machine, and it is the most beautiful piece of engineering.

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Speaker 1: So just making a coffee actually in itself is a

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Speaker 1: bit of a ritual. So I start the morning with

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Speaker 1: a double espresso. I then go to my gym where

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Speaker 1: I do some pretty serious workout. I have a alternating

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Speaker 1: workout which is between cardio one morning and weight bearing

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Speaker 1: exercises the next. I have a personal trainer because I'm

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Speaker 1: a great believer in diet and exercise are the two

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Speaker 1: single most important things you can do after brain nourishment.

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Speaker 1: So by the time I get to work, I've done

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Speaker 1: a pretty serious workout. I've also had a fantastic breakfast,

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Speaker 1: and it is a breakfast that is based around oats, strawberries,

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Speaker 1: orange juice, and a whole range of seeds. So the

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Speaker 1: time I get to work, my body has been well

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Speaker 1: nourished and it's been woken up, not owned by the caffeine,

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Speaker 1: but of course all of the exercise. Exercise in the morning.

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Speaker 1: I don't care what anybody says, the best, single, best

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Speaker 1: time to do exercise is in the morning.

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Speaker 3: I couldn't agree more. That's very similar to what I do.

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Speaker 1: Look it gets everything working, and it's hard. It's the

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Speaker 1: discipline around it is hard. I think what's probably the

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Speaker 1: best hack for my exercise in recent years is sitting

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Speaker 1: on my exercise bike or being in the gym listening

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Speaker 1: or watching podcasts, and I find that there is so

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Speaker 1: much rich information around that it just makes exercise so

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Speaker 1: much easier. And on the top of it, your brain

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Speaker 1: is learning and working as your body is learning and working.

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Speaker 1: So what a great way to start the day.

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Speaker 3: Definitely your go to podcasts. Have you got any favorites

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Speaker 3: I like?

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Speaker 1: Look, I'm a great ABC watcher, so I generally find

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Speaker 1: the morning is really about catching up with the night before.

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Speaker 1: So it's the business programs. There is a fifteen minute

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Speaker 1: business program, There's the seven point thirty Report. I like

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Speaker 1: those things because I like to stay in touch with

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Speaker 1: what people are talking about. So I think it's very

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Speaker 1: important in sales that you read and listen to what

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Speaker 1: the popular stories are. And I'm going to confess this

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Speaker 1: right now that I am watching Married at First Sight,

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Speaker 1: which I think is probably the most horrible, terrible thing

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Speaker 1: that has ever been produced. But I can't stop watching it,

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Speaker 1: and I'm watching it for two reasons. Because it is

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Speaker 1: like watching a slow motion train wreck. But at the

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Speaker 1: same time, if six million Australians are watching it and

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Speaker 1: I'm not, then I think that says something about my

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Speaker 1: inability to converse with everybody. And I think that in

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Speaker 1: the sales game, you've got to be able to converse

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Speaker 1: or watching Merit at First Sight and then I'm not

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Speaker 1: tapped into the popular vernacular, if that's the right description.

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Speaker 3: So it's work, that's what you're saying.

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Speaker 1: Well, I mean, I've got to tell you watching Merit

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Speaker 1: at First Sight is for me work, but it's endless entertainment.

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Speaker 2: Okay, I'm clearly not in the popular masses.

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Speaker 3: I don't think I've watched a minute of that show.

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Speaker 1: I highly recommend that you do. It'll make you feel

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Speaker 1: better about yourself.

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Speaker 3: Okay, excellent.

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Speaker 2: I'm always looking for things that can help with that. Okay,

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Speaker 2: So energy, what else.

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Speaker 3: Is going on in your mind in that first meeting?

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Speaker 1: So I love to ask a lot of questions. So

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Speaker 1: what's going in What's going on in my mind is

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Speaker 1: I'm trying to work you out, because ultimately, if I

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Speaker 1: can work you out, then the pathway for sales success

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Speaker 1: is so much easier. So I'm a great listener, but

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Speaker 1: I'm also a great question asker. I want to know

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Speaker 1: as much as I can about the person that I'm

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Speaker 1: sitting across from, So you know the basics of understanding somebody.

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Speaker 1: Will you know their family, who is in their family,

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Speaker 1: their occupation, what do they do with their spare time?

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Speaker 1: So there's that old anachronism is that there aren't word

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Speaker 1: for Ford. It's at which is family, occupation, recreation and dreams.

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Speaker 1: Have you not heard that?

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Speaker 3: I have none?

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Speaker 1: So look, it's about it's hundreds of years old, I think,

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Speaker 1: and I keep forgetting to train my team around Ford.

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Speaker 1: But if you think about having a conversation with somebody,

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Speaker 1: what's important to those people, what's important to any of us? Family, family, occupation,

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Speaker 1: recreation and dreams? And if you can cover off on

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Speaker 1: those four items, and obviously, you know you don't want

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Speaker 1: to make it like the Spanish inquisition, but if you

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Speaker 1: can cover off on those things, you're going to learn

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Speaker 1: a lot about what is motivating the person. And then

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Speaker 1: once you understand their motivations, then you understand their pressure points.

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Speaker 1: And then obviously my job is to apply pressure to

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Speaker 1: their pressure points.

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Speaker 2: So a couple of questions on that, How how do

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Speaker 2: you ask questions around those things in a way that

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Speaker 2: doesn't seem salesy, because I feel like there are you know,

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Speaker 2: there are these terrible sales people that you know. It

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Speaker 2: just feels like they're very transparent in how they're using

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Speaker 2: strategies and you see straight through them and you immediately

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Speaker 2: lose trust. But having been on the receiving end of

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Speaker 2: your sales strategies, like I'm in like Philip sell my home, like,

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Speaker 2: how are you kind of doing that?

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Speaker 1: And I will say You've been a wonderful client across

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Speaker 1: the journey, I think, look for me, it's natural, But

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Speaker 1: at the same time, if we develop what natural really is.

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Speaker 1: I'm genuinely interested in the human condition. I genuinely like people.

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Speaker 1: I'm genuine genuinely forgiving of everybody's strengths and weaknesses because

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Speaker 1: I understand that I am far from a perfect person.

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Speaker 1: It obviously helps for me because I've been married to

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Speaker 1: a psychologist for thirty years, so coming home and debriefing

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Speaker 1: with her has probably made me far better at my

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Speaker 1: skills and crafts than I would have been without her.

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Speaker 1: But ultimately, I think my position starts from one of

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Speaker 1: genuine interest. I am genuinely interested about whatever you do,

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Speaker 1: because ultimately, whether you're a painter or a plumber, or

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Speaker 1: a neurosurgeon or a politician, everybody's got a story, and

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Speaker 1: everybody's got a range of stories. Everybody's got a tragic story.

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Speaker 1: Everybody's got a school story, everybody's got a parental story,

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Speaker 1: everybody's got the story of being a son or a daughter,

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Speaker 1: or a brother or a sister. And then a lot

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Speaker 1: of people have had some really tragic stories. And I

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Speaker 1: think that I'm a collector of stories. I genuinely am

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Speaker 1: interested in your story. I'm interested in and if you're

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Speaker 1: interested in people, I mean I think the best salespeople

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Speaker 1: intrinsically do what they do in autopilot, because the best

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Speaker 1: sales people generally are in sales because sales puts you

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Speaker 1: face to face and in contact with people. So I

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Speaker 1: think it can be very contrived from people that are

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Speaker 1: just in it for the money. If you're just in

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Speaker 1: it for the money or for the ticking of the boxes,

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Speaker 1: then you're asking a whole lot of questions that do

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Speaker 1: sound hollow and empty. But if you've started the day

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Speaker 1: like I have, which is I've looked after myself first.

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Speaker 1: I've got myself into a position where everything about me

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Speaker 1: is working. I'm hungry to learn and hear somebody's next story.

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Speaker 1: Then I'm able to take people down the path that

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Speaker 1: I need know they need to go on, but I

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Speaker 1: will do it with care and concern because the story

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Speaker 1: interests me. I think every single person I've ever met,

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Speaker 1: if I've asked enough questions or we've had enough time

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Speaker 1: to go deep, everybody, including myself, has got some some triggers.

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Speaker 1: That's the core of who they are. But most of

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Speaker 1: us are trained not to give those things away. And

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Speaker 1: yet I think most people are actually wanting to talk.

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Speaker 1: So I think if you, if you approach it with genuine,

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Speaker 1: genuine interest, then it's easy. So I find my job easy.

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Speaker 2: You mentioned once you investigate these four areas, you identify

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Speaker 2: the pressure points or trigger points. Can you give me

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Speaker 2: an example of like what that is and how you

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Speaker 2: might use that to help with the sales process?

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Speaker 1: So we if we if we go to that forward,

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Speaker 1: Families are really easy one, and family is the one

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Speaker 1: I generally go to first, because let's be clear, I'm

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Speaker 1: generally speaking to people and I'm sitting in their home

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Speaker 1: and their home, and regardless of its financial status or

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Speaker 1: its cosmetic status, it is their car. And you know,

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Speaker 1: I'm just as happy to sell a one bedroom apartment

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Speaker 1: genuinely as I am to sell a father a six

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Speaker 1: or a ten million dollar house. So I'll start with

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Speaker 1: family because family is the great positioner, and it also

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Speaker 1: opens doors because when you're as connected as I am,

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Speaker 1: I'm going to know somebody. I might know your brother,

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Speaker 1: your mother, your aunt, your uncle, your sister, your brother.

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Speaker 1: So that enables me to establish a connection. But it

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Speaker 1: also gives me an understanding of sometimes how bristle you

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Speaker 1: are or otherwise, because ultimately, those people that will open

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Speaker 1: up very quickly will give me more information. Those that

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Speaker 1: will clamp that conversation down very quickly also give me

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Speaker 1: some understanding of what I've got to do next. So

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Speaker 1: family is a great one. Occupation is critically important. It's

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Speaker 1: critically important I understand what you do. Why that's so

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Speaker 1: important because if you think about it, most people have

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Speaker 1: an occupation that generally defines them one way or another,

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Speaker 1: and it enables me to work out what strategy I

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Speaker 1: will bring to the table. So clearly, I'm going to

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Speaker 1: talk very differently to an accountant than I will to

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Speaker 1: somebody that's involved in event management. And I'm going to

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Speaker 1: talk very differently to a neurosurgeon than I will to

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Speaker 1: a sports coach, And.

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Speaker 2: So how like, in practical terms, what does that conversation

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Speaker 2: look like with the accountant versus the sports coach.

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Speaker 1: Well too, with the greatest respect to all of the

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Speaker 1: accountants that might be listening, I mean, the generally speaking

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Speaker 1: much more detail focused. So I'm going to be much

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Speaker 1: more detail orientated with an accountant than I am going

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Speaker 1: to be with somebody that's organizing fun, alcohol fueled events

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Speaker 1: that are all designed to get people entertained. So I

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Speaker 1: think that for me, finding out what somebody does is

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Speaker 1: going to give me a window to the understanding of

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Speaker 1: how they live their life. And that's just critically important

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Speaker 1: and for most people where at work, I mean, what's

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Speaker 1: worked today? For me, it's twenty four seven, three sixty five.

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Speaker 1: I don't think that for me, the work date never finishes,

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Speaker 1: and I think more and more people are becoming like that.

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Speaker 1: So work is much more defining of people today than

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Speaker 1: it probably ever used to be. So it's really important

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Speaker 1: that I understand what you do that will again lack families.

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Speaker 1: If I've got the understanding of your family, if I

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Speaker 1: now understand what you do for a living, recreation is

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Speaker 1: a great one. How do you spend your time? And

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Speaker 1: then your dreams? And that is obviously a little bit

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Speaker 1: more esoteric, and I don't jump into dreams straight away.

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Speaker 2: How do you ask about that though in a way

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Speaker 2: that is not seeming.

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Speaker 3: All oprah like? What are the quests?

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Speaker 2: Like?

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Speaker 3: How are you phrasing those questions?

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Speaker 1: So I think the importance is the conversation, because if

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Speaker 1: you can have a good conversation for people, these questions

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Speaker 1: really just form part of a conversation that you would

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Speaker 1: have with someone. So if you actually ask me to

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Speaker 1: define how do I ask somebody about their dreams? I

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Speaker 1: probably couldn't even give you the answer for that, but

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Speaker 1: I could say to you that when I talk to

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Speaker 1: somebody about their job, where have they been, what did

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Speaker 1: they do? And where do they see themselves in that

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Speaker 1: job in a few years time, Because essentially, if you

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Speaker 1: think about it, that really does pick up on where

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Speaker 1: are their dreams in relation to their occupation. If we

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Speaker 1: talk about family, for example, their dreams about where they

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Speaker 1: might be with family, often I'll be dealing with people

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Speaker 1: around tragedy that's happened in their family one way or another,

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Speaker 1: whether that be death or divorce. So there's a lot

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Speaker 1: that happens in a good conversation. And I love good

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Speaker 1: conversations because good conversations enable me to learn something, and

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Speaker 1: I suppose that's probably something that's important to me. I

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Speaker 1: think I have conversations that will also teach me about

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Speaker 1: something I don't know about. That's why I'm fascinated when

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Speaker 1: I meet somebody with an occupation that I don't know

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Speaker 1: much about, because it gives me an understanding now of

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Speaker 1: a new occupation. So I'm a collector of stories. I'm

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Speaker 1: a collector of people's experiences.

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Speaker 2: I want to know about a couple of parts of

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Speaker 2: the sales process, certainly one that I struggle with, Like

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Speaker 2: a fair portion of my job is sales and business development,

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Speaker 2: and I think creating that sense of urgency, so I know, like, obviously,

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Speaker 2: some people have to sell their home for some particular reason,

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Speaker 2: and there's some deadline that life has imposed. But I

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Speaker 2: would imagine a lot of your conversations would be with

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Speaker 2: people who were thinking of some time in the future

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Speaker 2: selling their home. And I'm wondering how do you go

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Speaker 2: about creating that sense of urgency for people to promote

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Speaker 2: actions sooner rather than later.

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Speaker 1: Well, we talked about dreams before and how I wasn't

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Speaker 1: able to define it, But dreams are a really important

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Speaker 1: part of that process. So if I was to be

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Speaker 1: selling your home and you've gone through the motions of

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Speaker 1: actually inviting me into your home, I really do need

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Speaker 1: to try to future pace you and find out what

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Speaker 1: is this move all about and what is the big

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Speaker 1: picture for this move, because the big picture for this

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Speaker 1: move is often about a dream of doing something else,

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Speaker 1: whether it's a lifestyle change, or whether it be moving

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Speaker 1: to something bigger, better, or trading down for financial reasons.

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Speaker 1: Sometimes the empty nest is all of these things are

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Speaker 1: really what are your dreams? If you like, what are

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Speaker 1: you trying to achieve with your life? And once I

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Speaker 1: have an understanding of what it's all about for you,

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Speaker 1: then I'm able to bring that into the creation of urgency.

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Speaker 1: And if you think about it, why are we going

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Speaker 1: through this process of putting the house on the market.

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Speaker 1: If I've had that good conversation with you and I've

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Speaker 1: covered that Ferd, the dream probably now makes a lot

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Speaker 1: more sense for me to introduce urgency into that process

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Speaker 1: if I understand the why and I understand what's built

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Speaker 1: into the why. And often it's only a good conversation

390
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Speaker 1: that will get me to understand, really, what is the

391
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Speaker 1: dream here? What are you really trying to achieve? And

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Speaker 1: I suppose the sales tactic then is to build my

393
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Speaker 1: platform of understanding of the process for you and where

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Speaker 1: we're trying to take you to be able to then

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Speaker 1: package that dream up for you and show you the

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Speaker 1: process of how to get there.

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Speaker 2: Okay, that makes a lot of sense, and then going

398
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Speaker 2: in for the clothes, getting them to sign the contract

399
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Speaker 2: that you're going to be selling the house.

400
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Speaker 3: What are the strategies that you're doing there?

401
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Speaker 1: So I think I think the first thing for me

402
00:22:58,480 --> 00:23:02,840
Speaker 1: is always understand that I've done this thousands and thousands

403
00:23:02,840 --> 00:23:08,120
Speaker 1: and thousands of times before. So the average consumer will

404
00:23:08,160 --> 00:23:13,800
Speaker 1: probably move house once every ten years. So the close

405
00:23:14,040 --> 00:23:19,320
Speaker 1: for me is often then about drilling into the why,

406
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Speaker 1: the dream and bringing that together to ensure that we

407
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Speaker 1: make the decisions based around fulfilling those dreams. So price

408
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Speaker 1: is really not the big challenge for me, because I

409
00:23:36,440 --> 00:23:40,879
Speaker 1: think we can generally move buyers on price, you can

410
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Speaker 1: also move sellers on price. And if you think about it,

411
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Speaker 1: the reason that I don't think agents will ever become

412
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Speaker 1: extinct is because, and I say this in a genuinely

413
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Speaker 1: nice way, in the selling process, vendors are inherently greedy.

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Speaker 1: And I've been a vendor, and I don't mean greed

415
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Speaker 1: through the normal negative connotation of greed. But we're all

416
00:24:05,560 --> 00:24:10,000
Speaker 1: hoping for the absolute maximum price. We've all seen the

417
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Speaker 1: auction that the neighbors talk about where somebody's sold for

418
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Speaker 1: half a million dollars or one hundred thousand dollars more

419
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Speaker 1: than everybody expected. So most vendors come into this process.

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Speaker 1: Greed is a really unfortunate word, but it really does encapsulate.

421
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Speaker 1: They're going in so hopeful and so hopeful that they're

422
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Speaker 1: going to be the one in fifty outguns. But generally

423
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Speaker 1: logic will prevail around that. So we have this naturally

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Speaker 1: fearful vendor that I've perhaps crudely described as greed. We

425
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Speaker 1: then have the purchase who is terrified of commitment, terrified

426
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Speaker 1: to commit, terrified that there'll be a better house next week.

427
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Speaker 1: They're more terrified of the commitment than they are about

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Speaker 1: the price. So I think the agent's role is to

429
00:24:59,119 --> 00:25:05,159
Speaker 1: get that bar to understand that their next chapter is

430
00:25:05,320 --> 00:25:08,760
Speaker 1: one of fulfilling their dream, and for the vendor, it's

431
00:25:08,840 --> 00:25:12,679
Speaker 1: also about fulfilling their dream. And the agent's job is

432
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Speaker 1: to bring that buyer and seller together. And as long

433
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Speaker 1: as buyers and sellers remain part of the human network,

434
00:25:22,720 --> 00:25:26,240
Speaker 1: which is they suffer from these emotions, you need somebody

435
00:25:26,280 --> 00:25:29,399
Speaker 1: to massage the process at both sides. So price for

436
00:25:29,440 --> 00:25:32,879
Speaker 1: me is generally it's always put up as the big obstacle.

437
00:25:33,280 --> 00:25:35,960
Speaker 1: You know, I won't pay that or I won't sell

438
00:25:35,960 --> 00:25:38,719
Speaker 1: for that. But you've got to dig deeper than that,

439
00:25:38,840 --> 00:25:41,679
Speaker 1: because generally a seller wants to sell and a buyer

440
00:25:41,680 --> 00:25:44,439
Speaker 1: wants to buyers, So how do we find the trigger

441
00:25:44,480 --> 00:25:47,560
Speaker 1: points around that? Price is often used as the.

442
00:25:47,560 --> 00:25:50,800
Speaker 3: Excuse I want to dig into the auction.

443
00:25:51,200 --> 00:25:54,439
Speaker 2: And I remember a few months ago I called you

444
00:25:54,560 --> 00:25:58,199
Speaker 2: up to get some advice because I was going to

445
00:25:58,240 --> 00:26:01,240
Speaker 2: be bidding at an option, and I remember you gave

446
00:26:01,240 --> 00:26:02,080
Speaker 2: me really good advice.

447
00:26:02,080 --> 00:26:03,400
Speaker 3: I didn't end up bidding it at the auction.

448
00:26:03,520 --> 00:26:04,919
Speaker 2: You asked me to look at a house that you

449
00:26:05,359 --> 00:26:07,960
Speaker 2: had on offer as a favor, which I went to

450
00:26:08,000 --> 00:26:11,760
Speaker 2: and then I ended up buying. That's bizarre, but I'm

451
00:26:11,800 --> 00:26:15,359
Speaker 2: so happy. But you gave me very good auction advice.

452
00:26:15,400 --> 00:26:16,880
Speaker 2: So I want to know for you. I know that's

453
00:26:16,920 --> 00:26:18,800
Speaker 2: a service that you offered to your clients, is that

454
00:26:18,880 --> 00:26:22,640
Speaker 2: you will represent them essentially, be like a buyer's advocate.

455
00:26:22,680 --> 00:26:25,080
Speaker 3: I guess at an auction for free, and so.

456
00:26:25,520 --> 00:26:28,760
Speaker 2: Talk me through auction day when you're actually doing the

457
00:26:28,800 --> 00:26:31,080
Speaker 2: bidding and not the not being the auctioneer.

458
00:26:31,280 --> 00:26:32,160
Speaker 3: What is your strategy?

459
00:26:32,200 --> 00:26:34,439
Speaker 2: What are you looking for when you arrive at the

460
00:26:34,480 --> 00:26:37,280
Speaker 2: auction through to what are you doing throughout?

461
00:26:37,880 --> 00:26:42,240
Speaker 1: So it's fascinating the sales process on auction day because

462
00:26:42,320 --> 00:26:45,760
Speaker 1: once again, as an auctioneer, I've done I think now

463
00:26:45,840 --> 00:26:49,280
Speaker 1: eight or nine thousand actions might even be ten thousand actions.

464
00:26:49,960 --> 00:26:53,120
Speaker 1: And I'm a great believer in Malcolm Gladwell's book where

465
00:26:53,160 --> 00:26:56,800
Speaker 1: he talks about ten thousand hours of practice. I think,

466
00:26:56,880 --> 00:26:59,600
Speaker 1: finally I'm now starting to get it right. But I

467
00:26:59,600 --> 00:27:03,480
Speaker 1: think what I'm looking for as people's body language, and

468
00:27:03,800 --> 00:27:07,560
Speaker 1: ninety nine people out of one hundred on auction day,

469
00:27:07,680 --> 00:27:10,680
Speaker 1: their body language will tell me just about everything about them.

470
00:27:11,480 --> 00:27:12,520
Speaker 3: Give me some examples.

471
00:27:12,720 --> 00:27:16,359
Speaker 1: Well, you know it can be the obvious of people's

472
00:27:16,560 --> 00:27:20,440
Speaker 1: nervous appearance. It can be the vein in their neck,

473
00:27:20,560 --> 00:27:23,920
Speaker 1: It can be the way they're incessantly pacing, it can

474
00:27:23,960 --> 00:27:27,760
Speaker 1: be the way that they're standing. But most people, if

475
00:27:27,800 --> 00:27:30,679
Speaker 1: you think about the auction process, if I buy a

476
00:27:30,720 --> 00:27:33,520
Speaker 1: house once every ten years, means I might bid on

477
00:27:33,640 --> 00:27:37,000
Speaker 1: a house three or four times. And I know that

478
00:27:37,040 --> 00:27:39,639
Speaker 1: there will be a physiological change in a buyer on

479
00:27:39,720 --> 00:27:43,879
Speaker 1: auction day, regardless of their level of interests. If they're

480
00:27:44,080 --> 00:27:47,720
Speaker 1: desperate for it, their blood pressure will be up, their

481
00:27:47,760 --> 00:27:53,840
Speaker 1: heart rate will be up, and these physiological changes will

482
00:27:53,880 --> 00:27:57,240
Speaker 1: manifest themselves in body language. And it's amazing how many

483
00:27:57,240 --> 00:27:59,480
Speaker 1: times I can go to an auction as the auctioneer

484
00:28:00,320 --> 00:28:03,119
Speaker 1: and say to the salesperson that's been running the campaign,

485
00:28:03,240 --> 00:28:05,320
Speaker 1: and I'll say to them, I'll tell you who your

486
00:28:05,320 --> 00:28:08,840
Speaker 1: bidders are today, and I can pick them, generally speaking,

487
00:28:09,280 --> 00:28:12,000
Speaker 1: eighty five percent of the time in the way they stand,

488
00:28:12,119 --> 00:28:15,760
Speaker 1: the way they walk, the way their faces are flushed,

489
00:28:16,200 --> 00:28:20,320
Speaker 1: the baseball cap, the glasses. Most people give themselves away

490
00:28:20,359 --> 00:28:24,520
Speaker 1: because it's a really it's a high pressure situation, and

491
00:28:24,600 --> 00:28:26,560
Speaker 1: physiologically you will change.

492
00:28:26,880 --> 00:28:28,840
Speaker 3: So what do you do with that information?

493
00:28:29,359 --> 00:28:30,760
Speaker 2: And let's start with what do you do with that

494
00:28:30,840 --> 00:28:33,840
Speaker 2: information if you're bidding for a client as opposed to

495
00:28:33,920 --> 00:28:34,720
Speaker 2: running the options.

496
00:28:34,800 --> 00:28:37,040
Speaker 1: So the joy for me and the joy for my

497
00:28:37,080 --> 00:28:39,680
Speaker 1: clients is that everybody else's blood pressure will be up,

498
00:28:39,680 --> 00:28:42,640
Speaker 1: but mine won't be because ultimately I don't have a

499
00:28:42,760 --> 00:28:45,720
Speaker 1: vested interest in the outcome other than my interest is

500
00:28:45,720 --> 00:28:48,240
Speaker 1: to get the property and bit it as well as

501
00:28:48,280 --> 00:28:51,120
Speaker 1: I can for the client, although often it's more about

502
00:28:51,160 --> 00:28:55,760
Speaker 1: making sure that we buy it as opposed to obviously

503
00:28:55,840 --> 00:28:58,160
Speaker 1: we'd like to bit it as cheaply as possible for

504
00:28:58,240 --> 00:29:00,560
Speaker 1: our client. But often this is a pro is about

505
00:29:00,600 --> 00:29:04,080
Speaker 1: just ensuring that our client gets it, because most people

506
00:29:04,120 --> 00:29:06,080
Speaker 1: always have a budget in their mind, but what they

507
00:29:06,120 --> 00:29:07,720
Speaker 1: forget is they're going to be there for the next

508
00:29:07,720 --> 00:29:10,080
Speaker 1: ten or twenty years, and the price they pay today

509
00:29:10,680 --> 00:29:13,800
Speaker 1: generally is relevant in this wonderful country of ours within

510
00:29:13,840 --> 00:29:17,200
Speaker 1: two or three years. So for me, it's about just

511
00:29:17,360 --> 00:29:20,640
Speaker 1: seeing who is there who I think am up against,

512
00:29:21,000 --> 00:29:25,680
Speaker 1: and then pacing my bidding against them, because I know

513
00:29:26,000 --> 00:29:30,800
Speaker 1: I'm bidding calmly and I know that they're physiologically under pressure.

514
00:29:31,840 --> 00:29:35,360
Speaker 2: So then what does that then mean in terms of

515
00:29:35,400 --> 00:29:39,360
Speaker 2: your bidding strategy? Like how are you moving up in increments.

516
00:29:39,400 --> 00:29:41,160
Speaker 3: What's your pace? What's that looking like?

517
00:29:41,320 --> 00:29:43,840
Speaker 1: So I'll change my pace constantly, and it really depends

518
00:29:43,840 --> 00:29:47,720
Speaker 1: on who is there. Sometimes I'll be moving quickly, sometimes

519
00:29:47,760 --> 00:29:52,000
Speaker 1: I'll be agonizingly slow, and that will really depend on

520
00:29:52,080 --> 00:29:55,640
Speaker 1: who I'm looking at and how they're bidding, how nervous

521
00:29:55,720 --> 00:30:00,200
Speaker 1: they look. Sometimes the fast bidding by doubling whatever they're

522
00:30:00,240 --> 00:30:04,280
Speaker 1: bidding in will work against some people. Sometimes it's the

523
00:30:04,480 --> 00:30:08,920
Speaker 1: tortuous process of dragging out the bids and if you like,

524
00:30:08,960 --> 00:30:12,600
Speaker 1: and I know this sounds cruel, but robbing the other

525
00:30:12,680 --> 00:30:15,360
Speaker 1: person of their dream at the very last moment, So

526
00:30:15,840 --> 00:30:19,400
Speaker 1: it can be a brutal sport. And I mean that

527
00:30:19,440 --> 00:30:23,200
Speaker 1: in a nice way. But ultimately, unfortunately an auction there

528
00:30:23,280 --> 00:30:27,160
Speaker 1: is only one bidder. There's no silver medal for the underbidder.

529
00:30:27,760 --> 00:30:30,560
Speaker 1: This is a winner takes all. So I've got a

530
00:30:30,640 --> 00:30:34,440
Speaker 1: range of tactics. They'll always be respectful, though I'm not

531
00:30:34,760 --> 00:30:39,960
Speaker 1: a believer in trying to intimidate people. I think one

532
00:30:40,000 --> 00:30:43,120
Speaker 1: can do that with a range of bidding techniques. But

533
00:30:43,400 --> 00:30:47,120
Speaker 1: I'll always be absolutely plas I'll be respectful to the

534
00:30:47,240 --> 00:30:51,880
Speaker 1: auctioneer because ultimately my job is not really against the auctioneer.

535
00:30:52,000 --> 00:30:55,920
Speaker 1: It's the psychological game that we need to play with

536
00:30:56,000 --> 00:31:01,200
Speaker 1: other bidders. But I think it's this all sounds awful,

537
00:31:01,480 --> 00:31:06,440
Speaker 1: But let me just also saying we sell hundreds of

538
00:31:06,480 --> 00:31:11,360
Speaker 1: private sales every year. All transactions are stressful because a

539
00:31:11,400 --> 00:31:13,640
Speaker 1: seller wants the most and a buyer wants to pay

540
00:31:13,680 --> 00:31:16,959
Speaker 1: the least. But everybody's trying to fulfill their dreams. The

541
00:31:17,000 --> 00:31:20,200
Speaker 1: auction process, as brutal as it sounds, is the best

542
00:31:20,240 --> 00:31:24,760
Speaker 1: process for transparency because everybody can see everybody else. I

543
00:31:24,760 --> 00:31:29,360
Speaker 1: think we get more complaints across a year from our

544
00:31:29,440 --> 00:31:32,920
Speaker 1: private sales than we do about our auctions. Because private

545
00:31:32,960 --> 00:31:36,640
Speaker 1: sales are non transparent. No one sees who the other

546
00:31:36,680 --> 00:31:39,360
Speaker 1: bar is, and there's always a degree of speculation on

547
00:31:39,400 --> 00:31:42,800
Speaker 1: behalf of the bar. But on auction day, everybody sees

548
00:31:42,840 --> 00:31:43,600
Speaker 1: everybody else.

549
00:31:43,760 --> 00:31:47,840
Speaker 2: Yeah, I remember you gave me advice on where to

550
00:31:47,920 --> 00:31:50,000
Speaker 2: stand is a bitter Yes, you share.

551
00:31:49,800 --> 00:31:53,840
Speaker 1: That absolutely, so you want everybody to see you. That's

552
00:31:53,840 --> 00:31:57,000
Speaker 1: on the assumption that you can keep a poker face,

553
00:31:57,040 --> 00:31:59,760
Speaker 1: and I know that you certainly can. But I like

554
00:31:59,800 --> 00:32:02,840
Speaker 1: to be front and center at many auctions. I'll stand

555
00:32:02,880 --> 00:32:06,640
Speaker 1: literally beside the auctioneer, which can sometimes be uncomfortable for

556
00:32:06,680 --> 00:32:11,440
Speaker 1: an auctioneer, but I'll stand as visually prominent as I can.

557
00:32:11,520 --> 00:32:14,560
Speaker 1: I want everybody to see that I'm there to do business.

558
00:32:15,120 --> 00:32:18,760
Speaker 2: Okay, now I want to kind of flip sides now

559
00:32:18,920 --> 00:32:22,080
Speaker 2: to when you are auctioning a property in that it's

560
00:32:22,200 --> 00:32:25,920
Speaker 2: crazy to think you have auction eight or nine thousand properties.

561
00:32:25,960 --> 00:32:28,960
Speaker 2: That's mind blowing as a lot, like considering that the

562
00:32:29,000 --> 00:32:31,880
Speaker 2: average person would participate in one or two or maybe.

563
00:32:31,640 --> 00:32:32,680
Speaker 3: Three in their lives.

564
00:32:34,160 --> 00:32:36,840
Speaker 2: Tell me, like, what are some of the things that

565
00:32:36,880 --> 00:32:39,360
Speaker 2: are going on in your head in terms of how

566
00:32:39,400 --> 00:32:41,000
Speaker 2: you approach doing an auction.

567
00:32:41,440 --> 00:32:46,800
Speaker 1: So the reason I love auctioneering is because every auction

568
00:32:47,240 --> 00:32:50,960
Speaker 1: is completely unscripted. Obviously I know what I'm doing, having

569
00:32:51,000 --> 00:32:53,120
Speaker 1: done it so many times before, but there are so

570
00:32:53,160 --> 00:32:55,880
Speaker 1: many variables. There's the size of the crowd that can

571
00:32:55,880 --> 00:32:58,320
Speaker 1: make a massive difference. There can be very small crowds.

572
00:32:58,360 --> 00:33:00,800
Speaker 1: You have to treat a small crowd very differently to

573
00:33:00,840 --> 00:33:04,360
Speaker 1: a large crowd. So a small crowd requires a lot

574
00:33:04,440 --> 00:33:09,320
Speaker 1: more intensity of concentration because you need to create an

575
00:33:09,440 --> 00:33:12,240
Speaker 1: atmosphere of pressure, which is a lot harder to do

576
00:33:12,360 --> 00:33:14,560
Speaker 1: with a very small crowd than it is with a

577
00:33:14,640 --> 00:33:18,320
Speaker 1: large crowd. So small crowds I think are probably the

578
00:33:18,360 --> 00:33:21,880
Speaker 1: hardest to work with. Large crowds are relatively easy because

579
00:33:22,240 --> 00:33:25,840
Speaker 1: large crowds at the same time generate energy. I'm a

580
00:33:25,880 --> 00:33:28,440
Speaker 1: great talker about energy. It's one of those things that's

581
00:33:28,440 --> 00:33:30,600
Speaker 1: difficult to define, and a lot of people can roll

582
00:33:30,640 --> 00:33:33,880
Speaker 1: their eyes and say energy. It's one of those greatly

583
00:33:34,040 --> 00:33:37,920
Speaker 1: over used words that cannot be described. But crowds and

584
00:33:38,040 --> 00:33:41,920
Speaker 1: people develop energy. So on auction day, depending on the

585
00:33:41,960 --> 00:33:45,080
Speaker 1: size of the crowd, the weather plays a huge determinant

586
00:33:45,080 --> 00:33:47,680
Speaker 1: in it these days, because in the old days, we'd

587
00:33:47,880 --> 00:33:50,440
Speaker 1: hold an auction and every single person wanted to stand

588
00:33:50,480 --> 00:33:53,479
Speaker 1: in the sun. Now everybody wants to stand in the shade,

589
00:33:53,600 --> 00:33:55,720
Speaker 1: So you've got to determine where you're going to physically

590
00:33:55,760 --> 00:34:00,240
Speaker 1: hold it, because a dispersed crowd standing under tree is

591
00:34:00,720 --> 00:34:04,240
Speaker 1: also creates a very different energy. So what we try

592
00:34:04,280 --> 00:34:05,640
Speaker 1: to do is we try to get a lot of

593
00:34:05,680 --> 00:34:08,720
Speaker 1: people together. So I'm now doing a lot more actions

594
00:34:08,719 --> 00:34:11,600
Speaker 1: inside on a hot day, so that we know that

595
00:34:11,680 --> 00:34:15,719
Speaker 1: the crowds are together. The crowd and the momentum of

596
00:34:15,760 --> 00:34:21,080
Speaker 1: a good auction is a very powerful it's quite intoxicating

597
00:34:21,160 --> 00:34:26,000
Speaker 1: and intoxicating for buyers when there is momentum. So I'm

598
00:34:26,040 --> 00:34:29,600
Speaker 1: trying to create momentum, but it's unscripted and I don't

599
00:34:29,640 --> 00:34:31,480
Speaker 1: know who's going to be bidding there on the day.

600
00:34:31,520 --> 00:34:34,840
Speaker 1: We don't know what buyer has sent what person to

601
00:34:34,920 --> 00:34:39,719
Speaker 1: represent them, so we've got to unravel the stories. But

602
00:34:39,800 --> 00:34:43,120
Speaker 1: when it comes down to us, you talked right at

603
00:34:43,120 --> 00:34:46,080
Speaker 1: the start of this interview about our auctions being theatrical.

604
00:34:46,800 --> 00:34:49,759
Speaker 1: Somebody asked me the other day about what my legacy

605
00:34:49,880 --> 00:34:53,160
Speaker 1: would be when I finally leave this industry, and I

606
00:34:53,160 --> 00:34:56,000
Speaker 1: had to laugh because my first response was, I'm a

607
00:34:56,040 --> 00:34:59,520
Speaker 1: real estate agent. I'm not a heart surgeon. I'm not

608
00:34:59,680 --> 00:35:03,560
Speaker 1: Fred Hollows that's left a wonderful legacy. I'm a real

609
00:35:03,640 --> 00:35:06,319
Speaker 1: estate agent. So that was my first response. But my

610
00:35:06,400 --> 00:35:10,240
Speaker 1: second response, I suppose, was if we've changed anything in Melbourne,

611
00:35:10,280 --> 00:35:13,279
Speaker 1: And I think that we can credit ourselves with changing

612
00:35:13,800 --> 00:35:17,360
Speaker 1: the auctions from what was very much an old fashioned,

613
00:35:18,120 --> 00:35:25,200
Speaker 1: very very old fashioned, stale formal process. And we introduced

614
00:35:25,239 --> 00:35:28,759
Speaker 1: theater and we've introduced theater to auction. So I think

615
00:35:28,760 --> 00:35:31,640
Speaker 1: if anybody will remember us for anything, it will be well.

616
00:35:32,200 --> 00:35:38,000
Speaker 1: Gary Pier and Associates took auctions from being conducted by

617
00:35:39,800 --> 00:35:42,200
Speaker 1: I'm going to smile as I say this six foot

618
00:35:42,239 --> 00:35:48,640
Speaker 1: two good looking white Anglo Saxon Protestants. We introduced a

619
00:35:48,719 --> 00:35:53,000
Speaker 1: degree of theater to that, and I think the buying

620
00:35:53,160 --> 00:35:58,000
Speaker 1: public came along for that ride. So good auction is

621
00:35:58,080 --> 00:36:01,080
Speaker 1: today are regarded as the ones that can whip up

622
00:36:01,160 --> 00:36:06,560
Speaker 1: some excitements. And we have people now absolutely categorically saying

623
00:36:06,600 --> 00:36:10,359
Speaker 1: to us they come out on the weekends as a

624
00:36:10,400 --> 00:36:13,600
Speaker 1: form of entertainment, which I think is fantastic. But then

625
00:36:14,360 --> 00:36:17,040
Speaker 1: I think, well, if people, if the choices sitting at

626
00:36:17,040 --> 00:36:19,400
Speaker 1: home watching merrit at first startle coming to some of

627
00:36:19,440 --> 00:36:22,040
Speaker 1: our options, then I think we're a great choice. But

628
00:36:23,000 --> 00:36:25,479
Speaker 1: theater is really important because if you think about it,

629
00:36:25,480 --> 00:36:28,959
Speaker 1: it is a show. It's a show where our job

630
00:36:29,040 --> 00:36:32,719
Speaker 1: is to create crowd energy. Our job is very much

631
00:36:32,760 --> 00:36:37,880
Speaker 1: about creating people in a good frame of mind. Because

632
00:36:37,880 --> 00:36:41,600
Speaker 1: if we've got a beautiful day with kids walking around

633
00:36:41,640 --> 00:36:43,959
Speaker 1: with the chopper chups, that we I mean. I think

634
00:36:44,200 --> 00:36:48,920
Speaker 1: last year we gave close to twenty thousand chubber chups away.

635
00:36:49,960 --> 00:36:53,680
Speaker 1: We served tens of thousands of coffees from our two

636
00:36:53,719 --> 00:36:57,080
Speaker 1: coffee vans, and what did that create? It meant that

637
00:36:57,600 --> 00:37:00,880
Speaker 1: children were happy at our actions, people were happy at

638
00:37:00,880 --> 00:37:03,400
Speaker 1: our auctions. There was free coffee, there was free water.

639
00:37:03,760 --> 00:37:05,759
Speaker 1: It became a bit of a spectacle, and when it

640
00:37:05,800 --> 00:37:08,160
Speaker 1: becomes a bit of a spectacle, then people feel good.

641
00:37:08,480 --> 00:37:11,319
Speaker 1: As an auctioneer, the best auctioneers and I've been every

642
00:37:11,360 --> 00:37:13,960
Speaker 1: sort of auctioneer since i started, because when I started,

643
00:37:13,960 --> 00:37:17,160
Speaker 1: I knew nothing, and I've developed my style across the

644
00:37:17,239 --> 00:37:20,320
Speaker 1: process what I try to be now and it doesn't

645
00:37:20,360 --> 00:37:24,200
Speaker 1: always work because it's all unscripted. I try to be

646
00:37:24,400 --> 00:37:27,799
Speaker 1: happy and I try to be nice because happy and

647
00:37:28,000 --> 00:37:32,920
Speaker 1: nice makes a better sales process. In fact, I was

648
00:37:32,960 --> 00:37:35,760
Speaker 1: pulled up the other day. I did a charity auction recently,

649
00:37:35,840 --> 00:37:38,880
Speaker 1: and charity auctions are always the hardest. I do a

650
00:37:38,880 --> 00:37:41,239
Speaker 1: lot of community work and I did a charity auction

651
00:37:41,320 --> 00:37:44,040
Speaker 1: the other night, and I got a lot of feedback

652
00:37:44,080 --> 00:37:47,759
Speaker 1: about how good I was at the charity auction. Some

653
00:37:47,840 --> 00:37:51,680
Speaker 1: tremendous feedback was a high powered charity with a lot

654
00:37:51,680 --> 00:37:57,000
Speaker 1: of high powered people, and the overwhelming feedback was, Philip,

655
00:37:57,040 --> 00:37:58,759
Speaker 1: you did a great job. On the night, I got

656
00:37:58,760 --> 00:38:04,200
Speaker 1: a call from a very prominent member of Melbourne's community

657
00:38:05,040 --> 00:38:07,839
Speaker 1: and he rang me up and I took his call immediately,

658
00:38:08,160 --> 00:38:13,160
Speaker 1: because this man never calls me. And he rang me

659
00:38:13,160 --> 00:38:14,719
Speaker 1: and he said, Philip, I want to talk to you

660
00:38:14,760 --> 00:38:18,680
Speaker 1: about your charity auction the other night. And I deconstruct

661
00:38:18,680 --> 00:38:22,120
Speaker 1: all of my auctions and I took his call. He

662
00:38:22,360 --> 00:38:24,560
Speaker 1: talked to me about my behavior at the charity auction,

663
00:38:24,640 --> 00:38:27,120
Speaker 1: and he talked about some of the things that I

664
00:38:27,239 --> 00:38:30,200
Speaker 1: didn't do well and some of the things that I'd

665
00:38:30,280 --> 00:38:34,560
Speaker 1: said that weren't good, and keeping in mind, he was

666
00:38:34,600 --> 00:38:37,799
Speaker 1: also kind enough to say that on balance, I'd done

667
00:38:37,840 --> 00:38:40,480
Speaker 1: a really good job, but I'd said a couple of

668
00:38:40,520 --> 00:38:45,200
Speaker 1: things that he had found to not be as good

669
00:38:45,280 --> 00:38:51,880
Speaker 1: as I could have said. And I was absolutely I

670
00:38:51,960 --> 00:38:55,719
Speaker 1: wasn't shocked because I know that I pushed the boundaries sometimes.

671
00:38:56,440 --> 00:39:01,000
Speaker 1: But I was so grateful for this man's call because again,

672
00:39:01,120 --> 00:39:05,480
Speaker 1: when I deconstructed his feedback, I'd realize that I'd crossed

673
00:39:05,600 --> 00:39:10,920
Speaker 1: over from being kind, warm and happy to being more brutal.

674
00:39:11,480 --> 00:39:17,280
Speaker 1: And it was just a great, great reminder about Philip.

675
00:39:17,520 --> 00:39:23,400
Speaker 1: Stay stay with making people feel good, because when you

676
00:39:23,520 --> 00:39:28,239
Speaker 1: cross that line, then other people might think it was

677
00:39:28,360 --> 00:39:31,920
Speaker 1: funny and good. But I don't want to leave anybody

678
00:39:32,440 --> 00:39:37,719
Speaker 1: really unhappy. I'm happy to leave buyers unhappy because they

679
00:39:37,760 --> 00:39:40,319
Speaker 1: missed a property, because that's the nature of it. But

680
00:39:41,080 --> 00:39:45,360
Speaker 1: auctions are about theater. Our auctions work so well because

681
00:39:45,360 --> 00:39:49,160
Speaker 1: we bring so much happiness, and I think that's my

682
00:39:49,280 --> 00:39:52,840
Speaker 1: number one sales strategy. And this man really reminded me,

683
00:39:53,719 --> 00:39:58,040
Speaker 1: and I might actually send him this podcast so that

684
00:39:58,080 --> 00:40:03,160
Speaker 1: he actually understands that even after ten thousand auctions, we're

685
00:40:03,280 --> 00:40:07,960
Speaker 1: still in learning mode. I think that's crucially important to think.

686
00:40:08,000 --> 00:40:10,279
Speaker 1: Because I've done ten thousand actions, I know it all.

687
00:40:10,760 --> 00:40:13,600
Speaker 1: If I ever get to that point where I genuinely

688
00:40:13,640 --> 00:40:15,680
Speaker 1: think I know it all, then I know my businesses

689
00:40:15,719 --> 00:40:18,239
Speaker 1: on the way. And I want to learn something every day.

690
00:40:19,000 --> 00:40:22,040
Speaker 1: And this man gave me a piece of gold. And

691
00:40:22,080 --> 00:40:25,080
Speaker 1: he gave me the piece of gold which I intrinsically

692
00:40:25,200 --> 00:40:29,160
Speaker 1: know and I intrinsically play to but sometimes you don't.

693
00:40:29,920 --> 00:40:34,000
Speaker 1: And he was there to remind me. It wasn't a

694
00:40:34,000 --> 00:40:36,480
Speaker 1: pleasant call really for me to take. It was quite

695
00:40:36,520 --> 00:40:39,160
Speaker 1: civil the call, but this was a high powered man

696
00:40:39,200 --> 00:40:42,520
Speaker 1: that had taken the time to ring me to say, hey,

697
00:40:42,560 --> 00:40:44,360
Speaker 1: I thought you were a bit out of line, and

698
00:40:44,440 --> 00:40:46,400
Speaker 1: it was a gift you gave me, an absolute gift.

699
00:40:48,680 --> 00:40:50,160
Speaker 2: I want to come back to what you said about

700
00:40:50,160 --> 00:40:52,759
Speaker 2: how you deconstruct your auctions, which I think is really

701
00:40:52,800 --> 00:40:57,120
Speaker 2: interesting given you know, I would say almost everyone.

702
00:40:56,840 --> 00:41:00,320
Speaker 3: That has seen you would say, well, you've mastered that skill. Clearly,

703
00:41:00,400 --> 00:41:01,600
Speaker 3: learning is very important.

704
00:41:01,680 --> 00:41:05,120
Speaker 2: It reminds me had Sandra Sally on the podcast a

705
00:41:05,160 --> 00:41:07,920
Speaker 2: few months ago and she talked about how even I

706
00:41:07,920 --> 00:41:11,279
Speaker 2: think thirty years now into her TV career, she will

707
00:41:11,320 --> 00:41:16,000
Speaker 2: still watch herself back on the screen to critique her

708
00:41:16,040 --> 00:41:19,080
Speaker 2: own performance, which I just thought, Wow, that's amazing. So

709
00:41:19,440 --> 00:41:22,600
Speaker 2: what's the process for you in terms of deconstructing the

710
00:41:22,640 --> 00:41:23,680
Speaker 2: actions that you're doing On a.

711
00:41:23,640 --> 00:41:27,560
Speaker 1: Weekend, So a busy day for me, take last Sunday

712
00:41:27,680 --> 00:41:30,440
Speaker 1: at a ten thirty auction, eleven thirty, twelve, thirty one,

713
00:41:30,600 --> 00:41:34,480
Speaker 1: thirty two, thirty three point thirty four thirty ouction. The

714
00:41:34,520 --> 00:41:36,879
Speaker 1: four thirty auction got passed in I got home at

715
00:41:36,880 --> 00:41:41,200
Speaker 1: seven o'clock after successfully negotiating between Barra and seller. Wow.

716
00:41:41,239 --> 00:41:46,320
Speaker 1: So it's action packed. But I find that the moment

717
00:41:46,440 --> 00:41:49,200
Speaker 1: in the car, so I start deconstructing the minute I

718
00:41:49,239 --> 00:41:52,040
Speaker 1: hop into the car. So there's generally for me about

719
00:41:52,080 --> 00:41:55,600
Speaker 1: a ten minute drive between auctions, and that's the ten

720
00:41:55,640 --> 00:41:58,359
Speaker 1: minutes that I do it immediately, because that's the ten

721
00:41:58,360 --> 00:42:01,000
Speaker 1: minutes that it's still the freshest, and I'll look at

722
00:42:01,040 --> 00:42:04,000
Speaker 1: all of the things that I think didn't go as

723
00:42:04,040 --> 00:42:06,359
Speaker 1: well as they could have. I'll also be a bit

724
00:42:06,480 --> 00:42:08,640
Speaker 1: kind to myself and say, what did we do right

725
00:42:08,680 --> 00:42:11,600
Speaker 1: there today? Which buttons did we press? What worked well?

726
00:42:11,680 --> 00:42:14,680
Speaker 1: What new piece of ad lib dialogue do I think

727
00:42:14,680 --> 00:42:18,520
Speaker 1: I'll use again? But I think deconstruction has to happen immediately.

728
00:42:19,320 --> 00:42:20,759
Speaker 1: We tried to do that in the office a lot.

729
00:42:20,840 --> 00:42:23,560
Speaker 1: So for example, this morning, we had a really good

730
00:42:23,600 --> 00:42:27,239
Speaker 1: sale on the weekend and we ended up getting a

731
00:42:27,360 --> 00:42:31,840
Speaker 1: price that was about four hundred thousand dollars over the reserve,

732
00:42:32,000 --> 00:42:35,919
Speaker 1: So it was a massive, massive result, but we deconstructed

733
00:42:35,960 --> 00:42:38,200
Speaker 1: it in the sales meeting with there were eight of

734
00:42:38,280 --> 00:42:40,120
Speaker 1: us in the room, and eight of us were party

735
00:42:40,160 --> 00:42:43,920
Speaker 1: to that transaction, and we started the meeting by saying,

736
00:42:44,000 --> 00:42:46,120
Speaker 1: isn't it great that our vendor was really happy? Four

737
00:42:46,160 --> 00:42:48,799
Speaker 1: hundred thousand dollars over the reserve? Isn't it great? Quick

738
00:42:48,840 --> 00:42:52,280
Speaker 1: round of applause, and then we jumped straight into okay,

739
00:42:52,400 --> 00:42:54,200
Speaker 1: how could we have done that better? Because there were

740
00:42:54,239 --> 00:42:56,600
Speaker 1: some things that happened in that transaction that I wasn't

741
00:42:56,640 --> 00:43:01,400
Speaker 1: overly happy with, and it's so important and to deconstruct

742
00:43:01,640 --> 00:43:04,600
Speaker 1: so that you can learn from every opportunity. Now, we're

743
00:43:04,680 --> 00:43:07,319
Speaker 1: really lucky that we do a lot of transactions, so

744
00:43:07,320 --> 00:43:09,520
Speaker 1: we've got a lot of time, We've got a lot

745
00:43:09,520 --> 00:43:13,120
Speaker 1: of real life situations that we can deconstruct. But I

746
00:43:13,160 --> 00:43:16,160
Speaker 1: think there's no such thing as a perfect result. There

747
00:43:16,239 --> 00:43:19,280
Speaker 1: is only such a thing as let's be really genuine.

748
00:43:19,360 --> 00:43:21,480
Speaker 1: As soon as we've finished here, how could we have

749
00:43:21,480 --> 00:43:23,680
Speaker 1: done it better? Even when it was brilliant? How do

750
00:43:23,760 --> 00:43:26,279
Speaker 1: we do it better next time? I love I love

751
00:43:26,880 --> 00:43:30,800
Speaker 1: the deconstruction because I never want to stop getting better.

752
00:43:31,000 --> 00:43:34,480
Speaker 3: Yeah, that's great. Before we move off auctions, I have

753
00:43:34,560 --> 00:43:35,280
Speaker 3: one other question.

754
00:43:35,360 --> 00:43:39,120
Speaker 2: I feel like you're very entertaining and funny to watch,

755
00:43:39,320 --> 00:43:42,000
Speaker 2: like it's if you go to an auction of yours,

756
00:43:42,160 --> 00:43:43,719
Speaker 2: you'll be laughing a lot. I want to know what

757
00:43:44,600 --> 00:43:46,960
Speaker 2: role strategically does humor play for you.

758
00:43:47,040 --> 00:43:52,560
Speaker 1: Humor is critically important, and as I'm sitting here being

759
00:43:52,640 --> 00:43:57,400
Speaker 1: interviewed by a psychologist, I think that I'm not going

760
00:43:57,440 --> 00:44:01,239
Speaker 1: to be the one that deconstructs the physio logical change,

761
00:44:01,520 --> 00:44:04,839
Speaker 1: the chemical change in people once they smile and they

762
00:44:04,880 --> 00:44:08,279
Speaker 1: start laughing. But it's been well signed, it's been well

763
00:44:08,560 --> 00:44:12,880
Speaker 1: scientifically proven that when we smile and then we laugh,

764
00:44:13,719 --> 00:44:17,600
Speaker 1: lovely things happen to us. So humor is critically important

765
00:44:17,600 --> 00:44:21,120
Speaker 1: for me in the sales process. Now, I'm pretty lucky.

766
00:44:21,239 --> 00:44:25,759
Speaker 1: I had a very unusual background and upbringing, and I

767
00:44:25,920 --> 00:44:29,000
Speaker 1: was also brought up by my parents where my father

768
00:44:29,360 --> 00:44:31,360
Speaker 1: had a really great sense of humor. Now I'm not

769
00:44:31,400 --> 00:44:34,319
Speaker 1: sure whether sense of humor is learnt or it's intrinsic,

770
00:44:35,080 --> 00:44:38,680
Speaker 1: but my combination of a different upbringing and being brought

771
00:44:38,760 --> 00:44:42,200
Speaker 1: up by a man that loved to laugh means that

772
00:44:42,280 --> 00:44:45,279
Speaker 1: I can see the humor in most situations. But I

773
00:44:45,320 --> 00:44:49,520
Speaker 1: also understand how powerful humor is in the sales process

774
00:44:49,680 --> 00:44:52,160
Speaker 1: because if you think about it, and I've said in

775
00:44:52,200 --> 00:44:55,359
Speaker 1: the meeting, in this interview so far about how I'm

776
00:44:55,400 --> 00:44:59,840
Speaker 1: the meet and the sandwich about vendors wanting the most

777
00:45:00,040 --> 00:45:03,880
Speaker 1: buyers wanting to buy for the least, both reluctant to

778
00:45:03,920 --> 00:45:07,120
Speaker 1: come to the table, both reluctant to sign off, both

779
00:45:07,360 --> 00:45:10,399
Speaker 1: absolutely under stress, and we forget how much stress out

780
00:45:10,480 --> 00:45:13,560
Speaker 1: sellers are under. Everybody thinks it's the buyers that are

781
00:45:13,640 --> 00:45:17,480
Speaker 1: under stress. It's absolutely both. And often it's just the

782
00:45:17,800 --> 00:45:22,080
Speaker 1: smile that can change the dynamics. So smiling and humor

783
00:45:22,160 --> 00:45:25,440
Speaker 1: for me, everything we do with our auctions, whether it

784
00:45:25,480 --> 00:45:27,800
Speaker 1: be our coffee vans, whether it be our chopper chops,

785
00:45:28,080 --> 00:45:30,359
Speaker 1: whether it be the gifts that we give away, whether

786
00:45:30,400 --> 00:45:32,759
Speaker 1: it be the lint chocolates that we give away to

787
00:45:33,040 --> 00:45:37,320
Speaker 1: everybody that puts up their hand to bid, the unsolicited gift.

788
00:45:37,480 --> 00:45:41,000
Speaker 1: I love the unsolicited gift. I love the surprise that

789
00:45:41,040 --> 00:45:42,960
Speaker 1: when I go to my car and I bring out

790
00:45:43,080 --> 00:45:47,160
Speaker 1: something that's beautifully wrapped and the buyer or the person

791
00:45:47,280 --> 00:45:51,280
Speaker 1: doesn't know what it is. It just it changes us chemically.

792
00:45:51,719 --> 00:45:57,400
Speaker 1: So humor and getting people to change their expression for

793
00:45:57,480 --> 00:46:01,520
Speaker 1: the positive just work miracles. And I watch a lot

794
00:46:01,560 --> 00:46:06,040
Speaker 1: of other auctioneers, and I sit on Instagram and Facebook

795
00:46:06,080 --> 00:46:09,359
Speaker 1: watching a lot of other auctioneers, and I love how

796
00:46:09,400 --> 00:46:12,920
Speaker 1: aggressive and unpleasant they are, because I think to myself, Wow,

797
00:46:13,320 --> 00:46:15,640
Speaker 1: just keep doing what you're doing, and we'll keep doing

798
00:46:15,640 --> 00:46:18,600
Speaker 1: what we're doing and learning. I want to just come

799
00:46:18,600 --> 00:46:21,320
Speaker 1: back to one powerful thing that happened to me on Saturday.

800
00:46:22,120 --> 00:46:26,080
Speaker 1: I was auctioning a property in Richmond at the seventh

801
00:46:26,120 --> 00:46:28,840
Speaker 1: floor apartment of a block where I think there are

802
00:46:28,840 --> 00:46:33,120
Speaker 1: about fifty apartments in the building, and a lovely building

803
00:46:33,200 --> 00:46:36,480
Speaker 1: and a lovely apartment. But I'm standing down in the

804
00:46:36,560 --> 00:46:39,840
Speaker 1: lift lobby waiting to get the lift, and I've pressed

805
00:46:39,840 --> 00:46:43,400
Speaker 1: the lift button, and just above the lift button, the

806
00:46:43,440 --> 00:46:49,080
Speaker 1: body corporate manager or some activist within the building has

807
00:46:49,200 --> 00:46:54,520
Speaker 1: put a laminated sign directly above the call button, so

808
00:46:54,600 --> 00:46:58,080
Speaker 1: you cannot miss this sun And it's just a smiley

809
00:46:58,239 --> 00:47:03,200
Speaker 1: face on it, on this sign and with a paragraph

810
00:47:03,320 --> 00:47:07,880
Speaker 1: about how a smile can change the world. And let's

811
00:47:07,920 --> 00:47:11,880
Speaker 1: not stop as a community in this building to smile

812
00:47:12,000 --> 00:47:15,799
Speaker 1: at other people that we see in the lift. And

813
00:47:15,880 --> 00:47:17,799
Speaker 1: I took a photograph of it, and I sent it

814
00:47:17,840 --> 00:47:20,279
Speaker 1: to all of our sales team, because you know, there's

815
00:47:20,280 --> 00:47:24,120
Speaker 1: that old saying that smile and double and you'll double

816
00:47:24,160 --> 00:47:28,640
Speaker 1: your income. So many people, when they're dealing with people,

817
00:47:28,880 --> 00:47:35,080
Speaker 1: forget to smile, so smiling humor in this insta world,

818
00:47:35,200 --> 00:47:38,040
Speaker 1: in this Facebook world, in this texting world, in this

819
00:47:38,160 --> 00:47:41,200
Speaker 1: whatsapping world, where I think people have forgotten how to

820
00:47:41,200 --> 00:47:44,279
Speaker 1: communicate totally. I think people have forgotten how to look

821
00:47:44,280 --> 00:47:47,960
Speaker 1: at each other. Nothing appalls me more than going into

822
00:47:47,960 --> 00:47:50,240
Speaker 1: a cafe and looking at a lant of people waiting

823
00:47:50,239 --> 00:47:52,719
Speaker 1: for a coffee where no one talks to each other.

824
00:47:52,760 --> 00:47:56,879
Speaker 1: They're all just looking at their phone. So on auction day,

825
00:47:57,160 --> 00:48:01,040
Speaker 1: if I can get people to smile at each it's

826
00:48:01,880 --> 00:48:04,680
Speaker 1: beautiful on top of it. But boy, it just makes

827
00:48:04,719 --> 00:48:06,719
Speaker 1: a big difference to the selling process.

828
00:48:06,920 --> 00:48:10,799
Speaker 3: Yeah, I love that description. That is great. I know,

829
00:48:10,840 --> 00:48:12,359
Speaker 3: like we've only got a few minutes left.

830
00:48:12,360 --> 00:48:15,319
Speaker 2: But before we started recording, you were talking about the

831
00:48:15,360 --> 00:48:17,239
Speaker 2: concept of an ideal day, and I maybe want to

832
00:48:17,239 --> 00:48:19,319
Speaker 2: fish on that. So can you can you tell me

833
00:48:19,360 --> 00:48:21,719
Speaker 2: what you mean by something that you do as you're

834
00:48:21,719 --> 00:48:24,400
Speaker 2: trying to create the ideal day, talk to me about

835
00:48:24,400 --> 00:48:25,680
Speaker 2: what that means and how you.

836
00:48:25,600 --> 00:48:26,440
Speaker 3: Practically do that.

837
00:48:26,960 --> 00:48:30,640
Speaker 1: So I have a so I have a calendar. Let's

838
00:48:30,680 --> 00:48:35,440
Speaker 1: just done this right down. So Microsoft Outlook, you can

839
00:48:35,480 --> 00:48:39,040
Speaker 1: print out a week's calendar. So I print out my

840
00:48:39,160 --> 00:48:43,359
Speaker 1: Monday through Sunday, so seven days calendar. And I do

841
00:48:43,400 --> 00:48:45,719
Speaker 1: this at the start of every year, where I just

842
00:48:45,880 --> 00:48:49,480
Speaker 1: start filling in half hour and our blocks in my

843
00:48:49,719 --> 00:48:53,080
Speaker 1: day that are things that I regard as non negotiable.

844
00:48:53,280 --> 00:48:56,480
Speaker 1: So I put things as basic as when I get

845
00:48:56,560 --> 00:49:02,040
Speaker 1: up my gym, my breakfast, So for example, I get

846
00:49:02,120 --> 00:49:04,879
Speaker 1: up most mornings at six o'clock, So my six through

847
00:49:04,960 --> 00:49:07,440
Speaker 1: till seven point thirty is blocked out and it's a

848
00:49:07,480 --> 00:49:12,480
Speaker 1: basically gym breakfast reading. So I start to fill in

849
00:49:12,520 --> 00:49:16,000
Speaker 1: my I start to fill in that, and I start

850
00:49:16,040 --> 00:49:18,360
Speaker 1: to then fill in all of the other appointments. So,

851
00:49:18,440 --> 00:49:21,920
Speaker 1: for example, any reoccurring meetings that I have. So I

852
00:49:21,960 --> 00:49:24,560
Speaker 1: have a sales meeting on Monday, so that's a blocked

853
00:49:24,600 --> 00:49:27,040
Speaker 1: out area. I have a training session on Wednesday, that's

854
00:49:27,040 --> 00:49:29,160
Speaker 1: a blocked out area. I have a couple of team

855
00:49:29,200 --> 00:49:31,719
Speaker 1: meetings during the week. That's a blocked out area. I

856
00:49:33,320 --> 00:49:35,520
Speaker 1: have a range of other things that happen in my

857
00:49:35,600 --> 00:49:38,160
Speaker 1: personal life that are blocked out area. So I start

858
00:49:38,200 --> 00:49:42,359
Speaker 1: with all of the really just basic things, and then

859
00:49:42,400 --> 00:49:44,839
Speaker 1: I start to build my week around what are the

860
00:49:44,880 --> 00:49:48,080
Speaker 1: activities that I need to do on a daily basis

861
00:49:48,520 --> 00:49:52,560
Speaker 1: that will ensure that I do things with a degree

862
00:49:52,760 --> 00:49:56,120
Speaker 1: of discipline that I will try to keep to eighty

863
00:49:56,160 --> 00:49:58,920
Speaker 1: percent of the time. Now, the amazing thing about this

864
00:49:59,239 --> 00:50:02,640
Speaker 1: is that it's just so basic, but I reckon eighty

865
00:50:02,680 --> 00:50:05,279
Speaker 1: percent of people that I know that are a professional

866
00:50:05,719 --> 00:50:09,160
Speaker 1: living professional success of loves don't do it. You know,

867
00:50:09,280 --> 00:50:11,560
Speaker 1: when I used to when my kids were at school.

868
00:50:12,040 --> 00:50:15,080
Speaker 1: Part of my part of my ideal day, in my

869
00:50:15,200 --> 00:50:17,439
Speaker 1: ideal week, it had the blockout. I took my kids

870
00:50:17,440 --> 00:50:20,480
Speaker 1: to school every day of their school life. And what

871
00:50:20,520 --> 00:50:24,840
Speaker 1: that meant was it was an item. So that my assistance.

872
00:50:25,520 --> 00:50:27,520
Speaker 1: So I've got about three people that have got access

873
00:50:27,560 --> 00:50:29,440
Speaker 1: to my dary and all of these three people can

874
00:50:29,440 --> 00:50:33,200
Speaker 1: make appointments, but they just cannot make appointments in those

875
00:50:33,400 --> 00:50:37,200
Speaker 1: yellow times. So for me, given how crazy my life is,

876
00:50:37,280 --> 00:50:39,360
Speaker 1: I always wanted to take my kids to school. So

877
00:50:39,440 --> 00:50:42,680
Speaker 1: by putting it in there, none of my assistants could

878
00:50:42,680 --> 00:50:46,880
Speaker 1: ever make an appointment in those times without speaking to

879
00:50:46,920 --> 00:50:50,960
Speaker 1: me first. Now it's not bulletproof. If a disaster happens

880
00:50:51,040 --> 00:50:53,560
Speaker 1: or something wonderful happens that I've actually got to make

881
00:50:53,600 --> 00:50:56,600
Speaker 1: some choices, I will do so, but it just sets up,

882
00:50:56,680 --> 00:50:59,680
Speaker 1: it just sets you up for success and things. For

883
00:50:59,719 --> 00:51:02,759
Speaker 1: a sperson like me, and I'm still a salesperson, what's

884
00:51:02,800 --> 00:51:07,480
Speaker 1: important to me prospecting, hitting the phones. So there are

885
00:51:07,640 --> 00:51:10,000
Speaker 1: as there are an hour every day which is prospecting.

886
00:51:10,440 --> 00:51:13,880
Speaker 1: So do I always do effective prospecting in that hour? No,

887
00:51:14,000 --> 00:51:15,840
Speaker 1: I don't, But no one can make an appointment in

888
00:51:15,840 --> 00:51:18,160
Speaker 1: that time, which means it frees me up to do

889
00:51:18,200 --> 00:51:21,000
Speaker 1: the things that are critically important to live your life

890
00:51:21,080 --> 00:51:24,759
Speaker 1: as a professional without an ideal week. I think you're

891
00:51:24,800 --> 00:51:25,680
Speaker 1: just kidding yourself.

892
00:51:26,120 --> 00:51:29,359
Speaker 2: It's awesome and what a great note to almost end

893
00:51:29,400 --> 00:51:32,880
Speaker 2: on me because my very final question, like if you

894
00:51:33,000 --> 00:51:36,600
Speaker 2: are living in Melbourne and want to sell your house,

895
00:51:36,640 --> 00:51:39,080
Speaker 2: like you just have to speak to Philip. I would

896
00:51:39,120 --> 00:51:41,719
Speaker 2: not let anyone else ouction a house for me other

897
00:51:41,760 --> 00:51:42,200
Speaker 2: than you.

898
00:51:42,560 --> 00:51:44,880
Speaker 3: How can people find you and find out more about you?

899
00:51:45,239 --> 00:51:51,680
Speaker 1: So please google Philip Kingston, Gary Pier and Associates, follow

900
00:51:51,760 --> 00:51:56,000
Speaker 1: me on Instagram, befriend me on Facebook, send me a

901
00:51:56,040 --> 00:51:59,400
Speaker 1: text ring our office Gary Pier and Associates. If you

902
00:51:59,440 --> 00:52:01,719
Speaker 1: can't find me, then I'll have to go and sack

903
00:52:01,800 --> 00:52:03,959
Speaker 1: our marketing department. A few moments.

904
00:52:04,239 --> 00:52:06,200
Speaker 2: Excellent and I'll put links to all of those in

905
00:52:06,239 --> 00:52:08,439
Speaker 2: the show notes. Philip, thank you so much. I've learned

906
00:52:08,440 --> 00:52:10,400
Speaker 2: so much. It's been such a pleasure, and it's.

907
00:52:10,280 --> 00:52:12,960
Speaker 1: Always a pleasure having anything to do with you. Amantha.

908
00:52:13,080 --> 00:52:13,400
Speaker 1: Thank you.

909
00:52:14,960 --> 00:52:18,239
Speaker 3: That is it for today's show. I hope you like

910
00:52:18,320 --> 00:52:19,680
Speaker 3: my chat with Philip.

911
00:52:21,200 --> 00:52:24,680
Speaker 2: If you are enjoying how I work, why not tell

912
00:52:24,719 --> 00:52:28,040
Speaker 2: other people about it, or if you're feeling really enthusiastic,

913
00:52:28,080 --> 00:52:34,879
Speaker 2: why not write a review. I just love reading people's feedback.

914
00:52:35,880 --> 00:52:38,440
Speaker 2: I read every single review that is written. Most of

915
00:52:38,440 --> 00:52:41,480
Speaker 2: them appear on Apple podcasts. So if you have a

916
00:52:41,520 --> 00:52:44,120
Speaker 2: spare five or ten seconds, why not give the podcast

917
00:52:44,120 --> 00:52:47,440
Speaker 2: a star rating or even write some words about what

918
00:52:47,480 --> 00:52:49,800
Speaker 2: you think of it. So that is it for today's show,

919
00:52:49,840 --> 00:52:51,560
Speaker 2: and I will see you next time.