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Top Agents Playbook: Ray Wood presents The Podcast for Real Estate professionals in Australia, New Zealand, the USA and Canda

Top Agents Playbook is a regular podcast for real estate professionals in Australia, New Zealand, USA & Canada. We focus on what real estate's top agents are doing to win more business and dominate their market.
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Top Agents Playbook: Ray Wood presents The Podcast for Real Estate professionals in Australia, New Zealand, the USA and Canda
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Now displaying: Category: Business
Mar 26, 2020

WTF just happened? Joel Sharpton from Louisianna produces my podcast each week. We like to get on the phone and chat about stuff. This time we recorded it. :-)

Mar 12, 2020

Today's guest is one of my favourite humans.

Super Agent Nyree Ewings is a phenomenal success. Last year she recorded GCI of $1.3 million which came from 94 sales and 140 listings. So let's take a quick look at those numbers for a sec. If you take a day off each week and a few week's vacation, that's one listing every two days.

Nyree's no-nonsense approach to jumping in and getting things done consistently wins her amazing results and if you're familiar with the 'whatever it takes' philosophy, she's living breathing proof that it works.
She's successfully grown her career in the past 12 years starting as a stand-alone salesperson and growing her brand and personal following to hire 2 assistants and build an amazing team

A big reason why I love hosting guests like Nyree is that she has the power to inspire so many people and if you're new to real estate, you're about to get a raw and real look at what it takes to thrive in one of the most competitive industries there is.

If you're not new to real estate and not getting the results you want, then can I urge you to listen closely to this episode and take special note of the things that jump out at you. I believe the power of a good podcast is that it will speak to you about the things that are important and help you with the changes you need to make.

And hey, if you're killing it then awesome. In fact, if you're listing more than 100 properties a year, I'd love to feature you as a guest on the show.

But I know many of my listeners are in the early stages of their career and looking for real and tangible ideas they can quickly implement. So here are 5 rules I've picked up along the way to get you started:

  1. Personal accountability is your best friend. The world is full of people who say they are going to do something then don't.  Sure they have excuses but they suffer the frustration of not achieving the results they set. By the way, you'll find personal accountability at the corner of focus and discipline. If you need some, hire a good coach to help you plan and set your action and task priorities with a deadline.
  2. Set your priorities the day before and you'll achieve more.  In fact, do something for me: After you've finished listening to my call with Nyree, ask yourself this question:  What is the most important thing I should be doing right now? If you need listings you should be prospecting. If you have listings but need sales, find your most motivated seller and go and see them and get the price reduction you need to help them get an offer. Then go to the next one and so on.
  3. Find your 'why.' My friend and super-agent Garth Makowski who runs a $6 million dollar enterprise is so big on this. Why are you doing what you're doing?  What are toy dreams? When the going gets sticky, what's motivating you to get through?
  4. Write down your goals. Let me tell you, I've tried not writing goals and writing them. For years I dreamed of setting up an online graphics tool for real estate agents. I would come up with great lead generation and business growth ideas but the graphic designer costs were just too high.  Plus they took too long.  Then one day, and it was actually on a train trip, I wrote down the goal and planned it out. The more I wrote down, the closer I came to working out what needed to happen. I got up-close with the objectives and priority action steps along the way. Two years later we launched Jigglar. Two years after that, we're in more than 130 countries and thousands of agents use Jigglar every day to win listings, make sales and grow their brand. I can honestly tell you that it would never have happened without a written goal.
    Garth carries his goals around with him in a journal that never leaves his side. He's an amazingly driven guy and understands that we become what we think about, we achieve what we focus on and we build what we feed our subconscious mind. He's built a business and a lifestyle on exactly that.
  5. Surround yourself with the people that can help you on your journey. Look for evidence that they know what they're doing and that they can help you. I don't know of any great achiever ever who did it alone. These are the mentors and guiding minds can be there for you. Garth calls them 'Critical People' and yes, they're on his goal planning list. Keep in mind, where we are now is purely the result of past decisions made. We make decisions every day. Make sure you get some help to make the right ones that align with your personal goals and life trajectory.

Okay, I'm delighted to present my second interview with Nyree. Our first was episode #28 almost 5 years ago and she has well and truly powered on since then.

I know you'll get a heap of valuable takeaways from this session including some very interesting operational ideas on how Nyree runs her business and is continually building momentum.

Mar 11, 2020

I love featuring interviews with authors.

Having the discipline, let alone, time to write a book is a skill I really admire.

It's not complicated... A good non-fiction, 'how to' book shares the essential knowledge promised on the cover.

My guest for this episode is author and Ohio agent Derek Tye.

There are two main reasons why Derek and his team are killing it in Cincinnati: The first reason is because they work a system (which is exactly what Derek's book is about) The second is because they have a plan and follow it.

In case you don't know, I never really prepare for my interviews. I used to when I started out but I quickly discovered I would go off-script because some shiny thing would always come up and there's where I like to go.

It's a little bit like being in a listing presentation and searching for some common ground. An old habit I guess.

Anyway, as you'll hear, Derek and I worked out that we're both Tony Robbins fans and he reminded me of a free test Tony offers online.

It's kind of a personality strengths and weaknesses assessment, or as it says on the website 'Understand your personality to get ahead in your career, to communicate better in your relationships and understand your personal patterns'

So I did the test and was kind of flattered with the summary. Especially this bit.  Check it out.  It says and I quote "You have the ability to persuade others, not with hype but rather with warmth, sincerity and understanding. This skill comes from the merging of your people skills along with the fact that you tend to be more modest when dealing with people"

Well I guess it could have been worse!

The test took me about 20 minutes and I'd like to suggest you try it. And what about this for an idea, if you're hiring, ask them to do the test and send you their results.

Here's the link. It's free! https://www.tonyrobbins.com/disc/

I really enjoyed my call with Derek. His book? '7 Levers for Success in Selling Real Estate' went live in paperback and Kindle on Amazon last week.  The link and Derek's contact info is in the show notes.

Check out Derek's book
Connect with Derek

Mar 3, 2020

I'm delighted to present another interview in the super-agent series and my guest for this episode is currently ranked in the top 100 agents in Australia.

I define a super-agent as anyone earning more than a million dollars a year in gross commission.

These are the agents others look to for inspiration and ideas. They're better organized, with better systems and a highly productive marketing plan that continually feeds their new business pipeline.

Today's guest is a quiet achiever who sticks to the tasks that win results and I have a feeling you're going to get a lot of takeaways from this episode.

Speaking of results, how would you like to be the only agent in your area to use some of the best real estate marketing ideas ever created?

What about exclusive postcode rights to powerful brand-boosting strategies, regular coaching, free subscriptions to some of real estate's most popular tech and software and a unique set of tools built to position you as the local authority and attraction agent in your area?

Bestagents is the personal marketing partner to hundreds of successful real estate professionals who have secured exclusive postcode rights to use my personal marketing and lead generation ideas in their local area.

If you'd like to know more, email me ray@bestagentshq.com or check the show notes for this episode for links and more info.

Sydney's James Baker listed 47 homes in 2019 and sold 40 giving him a GCI number very close to $2 million.

James has a story that's not unique in real estate success. He has a proven plan and it works so he keeps doing it.

Perhaps it's the discipline and focus that keeps him on top year after year. After all, his area of Sydney's Northern Beaches is some of the most highly-priced and sought after real estate in the world.

And where you find high-priced property, you find a very competitive local real estate industry with literally hundreds of agents all competing for business.

In this interview, you'll discover how James cuts through to stand out from others, how he keeps his days-on-market low and how his loyal client base acts as his most important referral network.

James Baker. Corporate Profile and contact points

Connect with Ray. ray@bestagentshq.com

 

Feb 11, 2020

My first real estate marketing breakthrough came after I wrote a book called ‘How To Sell Your Home For More’

I created some marketing that I could distribute inviting people to call me to get a free copy of my book and kept tweaking the formula until I got it right.

It quickly positioned me and my brand as a clear alternative in the market.

I’m sure you’ve heard the homeowner's mantra…  a good home sells itself. My book started to change the way home sellers thought about the home selling experience.  They began to understand the opportunities and the major influencing factors that really help a home sell for more.

Long story short, it worked very well for my business and today, the book and the marketing system around the book is used by of hundreds of agents under my Bestagents brand.

If you’re a Bestagents member, you’ll know what I’m talking about. If you’re not, message me and I’ll get you some more info.

My guest today is in the same space.

A few years back he wrote a book called Sold Above Market and created an offer to generate seller leads in his area which is the Sydney harbor suburb of Mosman.

Since then he’s written two new titles and you’ll find out all about them today.

So I guess my observation is that the real estate seller education business is alive and well and that’s a good thing.

Because property has no recommended retail price, property sellers, in my opinion, are somewhat vulnerable and face the risk of becoming easy prey to agents who have no idea what they’re doing.

Then there are agents like today’s guest. An experienced professional and trusted opinion who can not only guide his sellers to a great result, he’s a published author on the subject.

Sydney agent Geoff Grist has seen his market double, and double, then double again and in a highly competitive professional environment, he’s worked hard to build a solid client base and loyal following.

Geoff’s a great writer and has the book sales to prove it.  He’s also become a good friend over time as well as a reliable sounding board for different ideas and strategies.

He recently hired an agent to sell his own home which is an interesting story as you’ll soon discover.

Check out all Geoff's book here

Feb 4, 2020

This week I listened to one of my favorite podcasts, the Tim Ferris Show.

In this episode, Tim’s guest interviewer, a very interesting performance and longevity expert named Dr Peter Attia interviews legendary dealmaker and American billionaire Sam Zell.  I’ve put a link to this interview with Mr Zell in the shownotes for this episode and if you’re interested in entrepreneurship, investment and a whole raft of excellent business growth tips, make sure you check it out.

The story of how Mr Zell’s parents escaped across Russia just before Hitler and Stalin invaded Poland in 1939 is worth it alone.

But as I was listening to this amazing interview, it again hit me of the success so many immigrants enjoy in their new countries.

As an immigrant myself, I can somewhat understand some of the challenges newcomers face. To pick up and move at the age of 48 leaving my career, my amazing family and many friends behind is no easy thing let me tell you. But I’m not claiming hardship. For I have no idea when compared to so many hardship stories.

One of my favourite immigrants is marketing genius Gary Vaynerchuk. Those of you who know Gary will know that he doesn’t pull any punches and effectively communicates his ideas to an ever-growing fanbase.

I recorded the interview you’re about to hear a few years back when Gary was preparing to head to Australia for a series of talks.

I think his story is impressive and his journey from working in his father’s shop to his current role as the head of Vayner Media is beyond impressive.

He took his father’s liquor store in New Jersey from turnover of $3 to $60 million in just 5 years.

He’s now the head of his own company, Vayner Media, a Fortune 500 company that looks after the social media marketing for some of the biggest brands in the world with revenue now well over $100 million.

But before you switch channels because you don’t think this multi-million dollar career trajectory relates to you in any way, please hear me out because I truly believe there’s something here for you.

I’ve studied Gary’s ideas from the first time I saw him speak live in Las Vegas back in 2011.  I’ve read his books and soaked in his methods. I’ve admired his hussle his drive and his chutspah.

It’s because of Gary Vee that I started this podcast. He inspires me tremendously and he’s a powerful and very relevant thought leader in the marketing space as we know it.

He says he day trades attention which is a cool way of saying that he says and does things to get noticed.

Put simply, his pitch is that he wants to encourage us to embrace and leverage the social media opportunities and unique and different marketing ideas that are available to us in the new digital world.  He knows there are people out there ready to buy what we’re offering and these eyeballs are free or very cheap so he doesn’t understand why we’re all not doing it.

He wants us to make videos and podcasts and not be afraid to be different.  He wants us to be game enough to not conform. To have the courage to empower and promote others so that we too can benefit from an information and content-hungry world.

He wants us to create content, to share a dream, to tell a story to suffer humiliation and not be too proud to tell others and laugh at your own misfortune.

In other words, he wants us to be us… and share it.

You’ll find the youtube video for the 2011 RE/MAX Keynote I attended featuring Gary in Vagas in the shownotes for this episode together with the Tim Ferris Show interview link with Sam Zell.

And just a quick word on getting started.

Please don;t make the mistake of letting perfect get in the way of great.

I can 100% promise you that your first video will probably suck but who cares.  I can almost see some of my private coaching clients listing to this nodding their heads. But I’m so proud you guys had the courage to start.

I was so nervous recording this interview and you can hear it in my voice but look what I got back! An amazing one on one discussion with a hero and a truck load of great content.  I’m calling that a win.

I think you’re going to enjoy this!

The 2011 RE/MAX Las Vegas conference keynote Gary delivered in 2011

Tim Ferris Show.  Dr Peter Attia’s interview with Sam Zell

Jan 29, 2020

So suddenly it's February 2020 and we're into yet another wi and there's no shortage of distractions trying to take our eye off the ball. And some distractions they are.

The Democrats are trying to impeach a US president. The Coronavius remains without a vaccine and so many of us are still struggling with the surreal reality that Kobe Bryant, the guy we grew up watching and admiring is gone at 41 in the prime of his life. 

So it's might feel like we're under siege with bad news and negative vibes but let's look at the upside for a moment and get this year off to the best possible start.

Interest rates remain at record lows around the world.
There has literally never been a better time to buy property. 
As agents, we have access to world-class coaching and support, amazing technology that can save us time and money and the real estate entrepreneurial spirit is thriving as savvy agents who know what they need to do are listing and selling more real estate than ever.

If the loss of Kobe Bryant can teach us anything, then surely it's to live, love and give thanks. That life is precious and time is our most valuable resource.  And that we owe it to ourselves to hone our skills to get better each day. Small improvements combine to deliver massive change and perhaps most important, don't put off that thing you know you have to do.

Personally, 2019 was a massive year. 

In addition to setting new audience records for this podcast, thousands of new Jigglar agents came on board as we rolled out some impressive new templates designed to win listings and make sales. In fact, late last year we were delighted to discover we were helping agents in more than 130 countries.

We're also delighted to know that as we grow, so do our partner Jigglar agents who log in to their dashboards each day and create and download templates to boost their brand and connect with more and more sellers in their local area and sphere of influence.

The regular emails we receive from Jigglar agents sharing their stories of extra fees earned though Jigglar marketing is a constant source of delight, vindication and proof that our idea not only works but is changing lives. ...and that, my friends is a very humbling reward.

Together with my partners, Josh, John and Aaron, we're excited to be in a position to empower so many people within our industry to achieve more by removing the barriers of cost and time to the creation of professional-grade digital and print marketing.

And just in case you're wondering, we all have other jobs.

The cost of building and maintaining a global online platform the size of Jigglar, in addition to renting server space and paying developers is enormous, so for the time being, everything we make goes to making a better platform.

If you'd like to join us and support our push to liberate real estate agents from expensive graphic design while accessing proven marketing concepts ideas and strategies to grow your business and your brand, please grab a free 30-day account at Jigglar.com  You don't need a credit card and there are no contracts or tricky conditions.  We'd love the opportunity to work with you and share our career boosting ideas.  When you sign up for your free trial, you get access to everything we have.

Okay. I'm excited to share today's interview.

Have you ever thought, if only there was a simple, hassle-free and inexpensive way that you, the agent, could show your potential seller exactly what they need to not only prepare their home for sale but make it stand out from others for sale in the area and attract multiple buyers in a short space of time? 

...and isn't that the formula for real estate success? A sale at or below average days on market for a great price and a happy client... not to mention sellers in the area that notice your top result and hire you to sell for them.

Enter Interior designer Mikah Abbananto who not only picked up on this huge gap in the market but, together with husband Sean, built a stunningly simple home presentation coaching program, agents can deliver to their selling clients to help them prepare to achieve a top result.

I think the leverage for this concept is exceptional. 

What do agents need? Listings. And what do sellers want? An agent who can provide evidence they can do just that.

Sean and Mikah not only provide the online solution, they also offer marketing their agent clients can use on social media and point of sale flyers to attract potential sellers and listings.

I believe every agent needs a compelling and dynamic point of difference. What better way to do this than having the services of a top-rated interior designer to help you whenever you want?

This is defintely a great idea whose time has come. All that and more coming up.

Jan 17, 2020

In a world first, real estate auction leaders, Harcourts are to offer their unique sell-by-auction system to non-Harcourts branded agents

If you've never offered a property for sale by auction before, either as an agent or as property owner, you're going to think of it in terms of risk.

My North American listeners might be interested to know that selling real estate by auction is alive and well in many parts of the US and increasingly in Canada.

I'm not talking about power of sale, a Mortgagee clearance, bank forclosure or a distressed selling situation. I'm talking about a property owner who wants to sell and maximize their result, who teams up with an auction savvy agent and committing to an auction campaign.

But up until now, this has been tricky.

Many agents in North America haven't auctioned a property before and I'm sure most wouldn't know where to start.

And, in fairness, it's only natural to have concerns and reservations about something that's unfamiliar or different in much the same way people protested when the first motorized vehicles started threading their way through American Streets back in the 1890s.

But now something exciting is happening.

Harcourts, the company that pioneered the Australian method of selling real estate by auction in California, and a number of neighboring states, are for the very first time, offering their complete auction marketing system to non-Harcourts branded real estate businesses.

This highly innovative and proven business model is being spearheaded by well-known auctioneer and regional director at Harcourts Pacific, Ben Brady.

If you're a regular listener to the show you probably would have heard Episode 151 with Ben where we got into Harcourts push into the Californian real estate market and in particular, how the group has perfected the real estate auction system.

Well now, that system is a marketing gun for hire with everything from complete marketing guidelines to access to the online bidding app that Harcourts has developed.

Ben and his team are kicking off this brand new concept in San Francisco but I have no doubt they'll quickly spread East into new markets where enterprising real estate brokers and brands will be interested to discover the power of auction and the power of offering a dynamic and compelling point of difference to their selling clients.

It was great to catch up with Ben again.

We get into how the system works, why it's popularity is booming and the advantages selling by auction delivers to homeowners, home buyers and agents.

HarcourtsAuctions.com
Ben.Brady@harcourtsauctions.com

 

Jan 8, 2020

I'm recording this episode on Jan 8 2020 and it's difficult to imagine the impact the fires are having on Australia and Australians.

The news networks here in North America feature Australian fire stories at the top of most bulletins and I wake each day hoping not to hear another one.

I'm aware that a number of my real estate friends have been forced to relocate and my thoughts are with you.

It's also difficult to imagine the toll the fires are taking on all fire fighting personnel and their families. These are difficult times but like all of us, I have unlimited faith in the ANZAC spirit and the skill and courage of the teams to tame the beast.

Let's hope this passes quickly with no further loss of life and property.

Well, it's been a big year and as we get ready for Christmas and 2020 it's interesting to reflect on the last 12 months and the opportunities that lie ahead.

Late last year I spent some time with super-agent Garth Makowski in Sydney.

Garth and I are working on a project and I'll share more about that soon but it was a great chance to pick the brain of a guy who's built an amazing brand and business (with the help of wife Laura I must add) that will do more than $6 million for 2019.

If you're looking to shake things up and make next year your best ever, I'd like to share some takeaways I picked up from Garth that you might like to incorporate into your own 2020 vision.

Garth's operation is impressive, In fact, seeing how he and his business operates is a little bit like when Michael Keaton, playing McDonalds founder Ray Kroc, first sets eyes on the McDonald brother's business in California in 1954.

You've probably seen the movie, The Founder, which chronicles Kroc's journey from Milkshake maker salesman to multi-millionaire owner of what would become the biggest and most successful restaurant chain of all time.

Like McDonalds, Garth works a system and as Ray Kroc famously said, "the system is the solution"

So... my BIG takeaway from my time with Garth was the power of the system that runs his business.

He's also a meticulous goal planner and can go back years with his journals to illustrate the power of planning and how it's helped him achieve so much.

Right now, he's calibrating his goals for 2020 and I have his permission to share the 5 goal planning areas he focusses on around this time each year.  They are;

  1. Business Goals. What numbers do you want to do for the year ahead?
  2.  Financial Goals. Do you want to reduce debt? Reach a ‘rainy day’ savings target, buy real estate or save for a mortgage?
  3.  Critical Friends and People. Who are the critical people you want to spend time with in your life? How are you going to make it happen? Who are the chief advisors and mentors that will help you reach your objectives?
  4.  Family Goals. What’s important to you and your family? Time together? Where and when?
  5.  Personal Goals, Health and fitness. Your mindset. What’s fueling your personal energy each and every day? 


It's worth reinforcing the effect of number 3, critical friends and people. Nobody ever achieved anything alone and I believe, in fact, I have proven, that building your personal advisory team is one of the best things you can do to go after the results you're looking for.

So let me summarise a proven plan for 2020.

Plan your goals around the 5 areas I've just mentioned and build your personal team to help you execute.  They might be key people in your business, a business partner, a key employee, a trusted relative, a mentor or coach. And please, if you're going to invest in a coach, make sure they really know real estate and can produce evidence of a successful career. 

Speaking of systems and success, my guest today is living, breathing proof that the system is the solution in real estate.

I first learned about this guy from my business partner at LockedOn Luke Newton.

Super agent Chastin Miles from Dallas, reached out to Luke when he discovered LockedOn after a Google search and wanted to know more.

By the way, in case you don't know, LockedOn is a real estate specific, cloud-based, customer relationship management system.

Anyway, one thing lead to another and before long, Luke and his team of developers started working on a North American version of LockedOn which we launched during 2019.

Chastin loves the platform and gave Luke a heap of awesome feedback and ideas to get the new version to where it is today. 

I met Chastin at NAR in San Francisco last month and I promised him this episode would be out before Christmas.

So Chastin, thanks for your time, great to meet you and a Happy New Year to you and your family. I'm looking forward to catching up and setting up that Jigglar demo I promised.

Also, please let me extend New Year wishes to all my listeners and real estate friends. Your feedback and support has been invaluable during 2019 and I can't wait to inspire and motivate you with lots of fresh ideas in 2020. I have a feeling it's going to be a very big year!

All that and more, coming right up!

Oct 23, 2019

Before I get into this week's episode with super-agent, Michael Coombs, I wanted to let you know about a very special event coming up towards the end of next month. That's November 2019.

I count myself very fortunate to have featured some amazing agents here on the show.

I like to profile the top agents who are waking up every day just like you and doing the things that get them results... and I like the way a good podcast can do that.

But for some time, I've been looking to take that podcast listening experience to the next level and host a live mastermind style meeting for a day with a top agent guest from the show who's ready and willing to share their best ideas so others can learn and duplicate. The trick however, is getting a million-dollar plus performer to say yes.

Looking back over my most popular interviews, it wasn't too hard to find the right guest.

I've featured Sydney super-agent Garth Makowski on the show a couple of times in episodes 10 and 144 and the feedback from both sessions was phenomenal.

Garth's operation in Western Sydney where he owns and operates one of Australasia's best performing Harcourts offices will do close to $6 million in total revenue this year.

He's also in high demand as a trainer and speaker but naturally, like all top agents, he's very careful where he spends his time.

So long story short, Garth said yes when I asked if he'd be the feature presenter for a one-day leadership and top agent summit in Sydney on Monday November 25 this year.

Garth has spoken in front of thousands of agents but I wanted this to be more of an intimate gathering of like-minded professionals where we all get a chance to ask questions and workshop ideas so I'll be keeping numbers low to make sure this happens.

That date again is Monday November 25 and we'll be meeting at Garth's brand new office in Campbelltown about 35 minutes from Sydney Airport.

If you decide to join us, get ready for a great day of discovering fresh ways to take your business to the next level, and Garth also has some brilliant strategies to help you smash it in 2020.

We've set this up for real estate business owners, managers and top agents and I can't wait for you to experience Garth's special energy, raw enthusiasm and a unique ability to share more than 20 years of elite real estate and business owner success.

If you'd like to know more, simply email me at ray@jigglar.com and I'll send you a link with full info.

This is the only training day I'm involved with for 2019 and I don't know when I'll get the chance to do it again.

Email me today and I'll reserve your place.

There was a time, not so long ago, where a million dollar a year performer was a rare unicorn.

I define a super agent as someone consistently earning $1 million dollars or more in GCI a year.

If you ever wondered what a real estate career can do for you in terms of income and lifestyle, listen to this interview.

If you've ever felt like an imposter and you don't belong earning an annual GCI in excess of $1 million, you need to listen to this.

And if you'd like to tap into what needs to happen to become one of the most successful agents in the area and in the country, you MUST listen to this interview with 4 million a year super-agent Michael Coombs.

This is a guy who wears his heart on his sleeve. He's humbled to experience the success he now enjoys and is refreshingly honest in the way he shares his story.

Sep 19, 2019

With real estate it’s quite simple: if you fiercely refuse to blend in, you can’t help but stand out.

My guest for this week's episode is LA-based super agent, Peter Lorimer.

Peter is an Entrepreneur, Real Estate expert and co-host of the top-rating NETFLIX series “Stay Here” which helps struggling property owners redesign and market their short-term rentals into moneymaking showstoppers.

But before real estate, Peter had another life:

Born and raised in the UK, he achieved tremendous success as a widely sought-after Music Producer working alongside the biggest names in music including Pink, Sheryl Crow, INXS, George Michael, Christina Aguilera and more.

He accumulated over 30 #1 Billboard chart hits by his retirement from the music industry in 2003. Wow!

On a quest for new business ventures, Peter began investing in the LA property market.

In 2005, he joined Keller Williams Realty and went on to become the #1 Agent at his brokerage three consecutive years in a row.

In 2009, he earned the prestigious distinction as the #1 top producing Keller Williams Agent for the entire LA region.

In 2010 Peter launched PLG Estates based in the heart of Beverly Hills and aimed at serving the who's-who of the creative entertainment world, which blossomed with its anti-establishment mantra and its policy of no-vanilla.

Peter and his team of more than 200 handpicked agents dance to the beat of their own drum while catering to a discerning clientele.

I believe we need less agents and more marketers and those with the courage and drive to shake things up are forging some of the most dynamic and successful businesses in the world.

Peter is living, breathing proof this works. He's part realtor, part Hollywood and part creative director attracting household names as loyal clients.

When you've finished listening to my interview with Peter, can I suggest you head over to his website PeterLorimer.com where you can feast on a visual treat of stunning marketing images, engaging videos (that Peter actually produces himself) and world-class copy that tells the stories so important to drawing a crowd and keeping them.

 

Sep 10, 2019

Back when I was kicking off this podcast, I’d been listening to Super Agents Live which is the number 1 rated podcast for agents hosted by Toby Salgado.

Then I had a thought…

What if I connected with Toby and we interviewed each other for our shows?

It would be a win-win and we could share each episode with our respective audiences and help spread the word.

I emailed Toby and he said “I’m In”

That was back in January of 2016. It was my 33rd episode.

Super Agents Live is closing in on 300 episodes and Toby works hard to deliver excellent content each week.

Can I suggest you subscribe to his show on iTunes or Sticher or wherever you download your podcasts by searching Super Agents Live or go to SuperAgentsLive.com

Toby is also a huge fan of radio adverting and works with hundreds of agents helping them win more listings and make more sales in their local area.

It doesn’t matter where you are, Toby knows the game and can probably get you very sweet deal on airtime. He also knows what type of stations work for real estate marketing and what don’t.

He’s happy to chat and give you more info, so if you’ve ever wanted to break into radio advertising and stand out from the crowd, this is an excellent opportunity from a proven global authority.

Check out MyRadioExpert.com for more info.

This episode is pretty much me and Toby talking real estate marketing and what’s working right now. He shares some valuable insights.

Aug 21, 2019

If you're new to real estate or even if you're not and you want to fuel inject your results and your income, I'm going to suggest you grab a notebook and a quiet space and listen to my interview with super-agent Tim Heavyside.

You'll come away with ideas and priorities to start implementing the changes you're looking for.

Tim is Director and Auctioneer at Fletchers, a dominant brand is Melbourne's highly competitive eastern suburbs.

He came in at number 13 on this year's REB Australian list of real estate's top 100 agents.

Let's take a quick look at his numbers: He's been in real estate for 17 years and has a support team of 4.

For the 12 months leading up to June 30 2019, Tim listed 140 homes, sold 111 with an average days on market time of 35 and an average sale price just over $1.5 million

Special thanks to Tim for taking some time out of his busy day to share his strategies and tips and as usual, Tim shares something else that's even more powerful.

Jul 29, 2019

Take this <a href="https://www.shoreagents.com/" rel="noopener" target="_blank">short test</a> and see if you're ready to step up to a VA

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The never-ending quest for increased productivity and leveraging time against results continues to change our world. And in real estate, perhaps more than any other industry, time is our currency.

We all have the same 24 hours in a day, so what makes one agent 10 times more effective than another?

How do successful agents take 10 weeks holiday each year and live the dream of a so-called 'balanced life' while others labouriously tread the hamster wheel of continuous struggle with time and money?

Think back just 25 years to a very different world where we walked into a bank to do our banking, walked into a travel agent to choose and book a vacation or paid obscene amounts of money for marketing and graphic design then waited or days or weeks for delivery.

Post-1995, the Internet of things has not just changed the way we live, it continues to alter almost every aspect of our lives and careers.... and at breakneck speed

Take powered flight for example. Did you know it's less than 70 years between The Wright Brothers and the Lunar landing?

Today we do our banking online, we Google the best vacation deals or whip up a stunning flyer, infographic or social media post in <a href="https://jigglar.com/" rel="noopener" target="_blank">Jigglar</a> in just a few minutes.

So what's my point?

Quite literally and like never before, the world is at your fingertips and a rapidly growing bunch of agents who understand the power of change and the accompanying opportunities are achieving major breakthroughs by delegating non dollar-productive tasks to a virtual assistant.

Not convinced? Okay, let's look at this another way.

If your annual income is around $180,000, you work 6 days a week, you're hourly rate is around $70.

If you're a full-time admin assistant doing all the things a full-time admin assistant does, working 48 weeks a year from 9 to 5, 5 days a week for a salary of say $60,000 your hourly rate is around $30

There are really just 5 dollar productive activities top agents focus on:
Doing an open home
prospecting in any form
Securing a price reduction
Meeting with a potential seller and delivering a listing presentation
and negotiating and documenting a contract

In a perfect world, everything else can be delegated.

But most agents won't hesitate to bury themselves in the thick of thin things and sail headlong into non-dollar productive tasks.

Yes okay, there are things that need doing but shouldn't you focus on building your brand and getting in front of more clients?

And here's what happens: As soon as they switch to traditional assistant tasks they've just given themselves a 60% pay cut on their hourly rate.

Instead of sticking to the tasks that deliver them an income at an hourly rate of $70 bucks, they're doing $30 an hour stuff and wonder where the day goes.

Real estate is the perfect industry for a virtual assistant because so much of what we do can be systemized. Rinse and repeat.

Virtual assistants are not new but one Australian real estate entrepreneur has identified a big gap in the market and based himself in the Philipines to build and grow a highly efficient team of assistants working for agents in a growing number of countries.

Stephen Atcheler set up shoreagents.com to meet the needs of time-starved agents everywhere. His people are real estate trained and know what they're doing.

By basing himself offshore where his team live and work, he's 100% hands-on recruiting and training the best people who deliver outstanding results.

In fact, if you're not sure whether you're ready for a VA, Stephen has set up a short questionnaire or 'are you ready' test at shoreagents.com to help you take things to the next step. You'll find it at shoreagents.com and there's no obligation or charge for this service.

So, you have the ultimate solution to increased productivity at your fingertips ready to go.

Before I bring Stephen into the show, let me leave you with one thought: The fact is, the only time we make money in real estate is when we're in front of a seller or buyer.

Imagine if you had more time to focus on those 5 key dollar productive actions, knowing there is someone competent and capable working in the background to support you on a daily basis... and keep in mind, you're not paying anywhere near $30 bucks an hour.

Stephen and his team are changing lives and careers with a powerful real estate specific support platform.

Take the test at shoreagents.com or head to the show notes at for this episode at TopAgentsPlaybook.com/153 to watch my interview with Stephen and a link to shore agents and contact points.

Keep in mind, real estate top agents all have a fantastic support team so why not explore this awesome opportunity to reach your goals faster

Get Stephen's book, <strong>The Offshore Tipping Point</strong><a href="https://www.shoreagents.com/off-shore-tipping-point/" rel="noopener" target="_blank"></a>

<strong>Contact Stephen</strong><a href="https://www.shoreagents.com/contact-us/" rel="noopener" target="_blank"></a>

<strong>This is the website link</strong><a href="https://www.shoreagents.com" rel="noopener" target="_blank"></a>

<strong>Connect with Stephen on LinkedIn</strong><a href="https://www.linkedin.com/in/stephen-atcheler-b6004662/" rel="noopener" target="_blank"></a>

Jul 18, 2019

Meet Arabella Hooper. This is what happens when focus and discipline meets an organized plan!<!--more-->

There's a saying that goes; if you want to get something done, give the job to a busy person, and if you're into extreme productivity, getting results and squeezing a little more out of each day, I think you're going to love this interview.

My guest today is a 16 year veteran and this is the first year she nominated to be listed in REB's Top 100 agents in Australia.

She's also a mother of four young children so I'm thinking the only way she can achieve such impressive results is because she's organized with industry-best systems.

Her entry into the list of elite top earners is due to pure numbers in terms of listings and sales. She's not selling $5 million dollar homes in Sydney or Melbourne, she based in the beautiful hills district just outside Adelaide South Australia.

And for my listeners not familiar with the Adelaide Hills, we're talking about some of the most beautiful country on earth. Lush green rolling hills, horse studs, hobby farms, larger commercial agricultural operations and home to some of the most successful and award-winning wine companies in Australia and the world.

Arabella Hooper is a team member at Harris Real Estate.  As you'll hear in a moment, there's little time for indecision and time-wasting in her world. Listen out for her strategy on working with unmotivated sellers and how she's learned about the damage they can do to your productivity and your business.

And we get into the weeds on some very relevant ideas that will help you lift your results.

<iframe width="853" height="480" src="https://www.youtube.com/embed/eg1DBHLn9pU" frameborder="0" allow="accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture" allowfullscreen></iframe>

<a href="https://www.harrisre.com.au/directory/arabella-hooper/" target="_blank"><strong>Meet Arabella</strong></a>

<iframe width="853" height="480" src="https://www.youtube.com/embed/NztzBD_buus" frameborder="0" allow="accelerometer; autoplay; encrypted-media; gyroscope; picture-in-picture" allowfullscreen></iframe>

Jun 26, 2019

I think you'd be looking far and wide to find anyone with more passion energy, drive and enthusiasm than America's #1 real estate auctioneer Ben Brady.

But there's a bit more to the story...

A little over 5 years ago, Ben and his team spear-headed the Harcourts attack into the US, setting up in Los Angeles California.

In that time, Ben has become the #1 Auctioneer in the US selling more than $4 Billion worth of property under the hammer.

I don't want to dwell on this but do you have any idea how massive that is?

It's the real estate equivalent of getting a bunch of football supporters to start following another team.

It requires something way beyond normal selling skills, but as you'll hear in a moment, Ben is well beyond normal with the ability to overcome seriously huge setbacks and challenges that would probably make you and I head for the bar.

As I'm thinking through this intro, I'm looking to highlight takeaways that you can apply to your business and as you're about to find out, they're everywhere.

The challenges required to pull something like this off are nothing short of phenomenal starting with Ben's ability to surround himself with an impressive real estate auction and marketing team plus creating a series of engaging campaigns to win over Californian home sellers with a totally foreign and untested method of sale.  Not to mention designing a compelling counter-attack to combat the ingrained US agent and consumer belief that selling by auction is reserved for distressed sales like bank foreclosures.

This interview gives deep insight into the will, determination and focus required to take on any big challenge. So if you're looking for some next-level inspiration to take your personal brand and results to the next level, I think you're going to love this session with Ben.

If you listened to my recent interview with Melbourne's Glen Coutinho who moved to LA this year to run Harcourt's #1 office in Beverly Hills, you might remember their stats Glen shared for the last year:

They auctioned 1200 homes with a clearance rate around 92% and days-on-market at 35 compared to an area average of 120.  If that isn't delivering a better way to buy and sell real estate, I don't know what is.

Harcourts awesome marketing campaign invites real estate consumers and agents to RETHINK REAL ESTATE.

And in the last year, Harcourts' Auction wings have spread to record auction results in Hawaii, Oregon, Nevada and the Canadian province of Brittish Columbia.

If that's not enough, Ben and his dynamic young team have their sights set on even greater challenges which you're about to discover...

HarcourtsAuctions.com

Jun 13, 2019

The real estate technology invasion is well underway with tech giants and startups everywhere trying to force their way between the agent and the seller.

In fact, I believe the changes we're seeing and about to see represent the greatest shift in the real estate industry as billions of dollars continue to fuel an ever-growing number of direct-to-consumer start-up businesses competing with you for the attention of property sellers and buyers.

I don't really see there's anyone to blame here and not all startups succeed, but those that do are going beyond disrupter status to change the way real estate is being bought and sold. The simple fact is, that if you throw enough money at something, then sooner or later you'll get traction.

There was a time, not so long ago, when the real estate agent's role was purely transactional. You won the listing, you found a buyer, negotiated a contract, said sayonara and hoped the seller would call you if they ever needed to sell again.

Today, agents looking to stay relevant and compete against the Zillows, Redfins, Open Doors and iBuyers are left with little choice but to broaden their range of services to go well beyond the transaction and oversee and guide their clients through the complete buying and selling experience.

Phoenix Arizona is an affluent desert city of 1.7 million and the sprawling suburbs with high real estate turnover are a popular proving ground for the next big thing,

Staying relevant and staying in business is easier said than done so smart agents are looking for ways to increase market share, build relationships and go way beyond the transaction.

If you've listened to any of my shows before, you'll know my real estate success formula is all about attracting the attention of consumers (and I'm talking about anyone in your community with a pulse) and continually providing relevant and valuable communication. So when the time comes to sell, they reach out to you instead of the app on their phone.

In today's episode, we're going to connect with one Phoenix agent who's seen the writing on the wall and is making moves to attract his own local market traffic.

And the good news for us is that he's ready and willing to share everything he knows and his mantra makes sense: When you look for ways to be more than just about the transaction good things can happen.

And wait until you hear what he's doing!

I know many of you like to listen to some episodes more than once because there's so much gold. I think this might be one of those.

Klaus Team Website

Message Kenny via his Facebook Page

Jun 5, 2019

Last month, real estate mindest coach Jet Xavier took 11 people on the journey of a lifetime.

At 5,380 metres (or 17,600 ft) Mt Everest Base Camp is the final resting place and launch pad for an attempt to summit the world's tallest mountain at almost 9000 metres or 29,000 ft.

From all reports, the trek up to the Base Camp is grueling and not all of Jet's team were successful.

Some people succumb to altitude sickness faster than others but everyone pays a price for breathing thin air.

As you'll discover in a moment, it was an epic adventure but also a great personal challenge as the team faced a number of serious obstacles along with the constant temptation to quit.

Jet's forte is helping agents achieve their personal goals and ambitions by giving them tools to influence their mindset.

If we accept that personal success which, by the way, I define simply as happiness, is the result of a series of decisions, then anything you can leverage to make the best decisions has gotta be worth it.

The good news is that, in real estate, it's easy to identify the things that hold us back...

Things like overcoming procrastination and beating back distractions.
 
Things like beating stress, staying optimistic and jumping on the phone to make those calls.

And things like picking yourself up after a setback and developing resilience with mental toughness.... which by the way, I believe is something anyone can acquire if they want.

but... I already know what you're thinking, these things are easier said than done

If anything on this list is holding you back, I believe Jet's 7 Power Mindset Hacks will deliver the solution you’re looking for.

You can download them now at TopAgentsMindset.com

A trip to Everest Base Camp can only be described as an extreme adventure.

And it's interesting to listen to Jet share his experience of the adventure so soon after he got home.

Jet's a guy who likes to think deeply about things and he had plenty of time to do just that on the trip.

In fact, he came up with 10 mindset ideas for agents and he shares them during this interview.

You may have seen that a number of climbers who were at Everest Base Camp at the same time as Jet and the team didn't make it back from the summit alive last month.

In fact, people have perished on their way to Base Camp itself which gives you some idea of just how risky the trek can be.

Personally, I have learned a lot from Jet in the last year and many of my own private client group have told me how much Jet's download has helped them as well.

For me, a self-confessed distraction junkie, learning the power of focus and discipline has helped me take things to the next level. Acquiring the skill set to think and plan better has been an enormous help as well as taking a moment to pause and breathe before launching into a decision I'll later regret.

I've learned life is not so much about what happens to you, it's how you handle what happens to you that counts.

I think you'll enjoy this interview with Jet. His teachings are things of value and his guidance is a shining light for many on a dark highway.

May 16, 2019

Just in case you've been hiking to Mount Everest basecamp with real estate mindset coach Jet Xavier and suffering the humiliation of no signal for the last few weeks, I'll greet you with the news that UK based real estate discounter Purplebricks has shut up shop in Australia siting a tough market and poor consumer support.

In a poorly researched and executed advertising frenzy since launching in Australia a few years ago, PB blew $20 million trying to buy market share by selling a message nobody wanted to hear.

Now I don't know about you, but if I had $20 million to blow on marketing, I can think of a hundred better ways to invest it.

But I believe top agents have something far more valuable and that's a formula for helping their sellers sell above market value and the agents I interview right here on the show are not only experts at helping their clients sell for more, they're also more than happy to tell you how it's done. All you need to do is go searching thru my episodes and you'll discover how agents like Marcus Chiminello will earn $4.3 million this year.

Here's a guy who actually grows his GCI year on year regardless of market conditions. If you're new to the show, you'll find a bunch of top agent interviews and great ideas you can start using today.

Purplebricks arent the first fee discounting real estate company who think they know what real estate consumers are looking for and they won't be the last.

And I want to be clear that it's the discount fee real estate services model I'm attacking in this episode not so much the brand.

Obviously, there is fallout following the Australian exit. Jobs are lost, dreams are shattered and careers disrupted and if you're a former Purple Bricks agent, I mean you no disservice and this is by no means a personal criticism. I can understand you're upset and perhaps even angry at what's happening. But if you're committed to staying in real estate, can I suggest you hear my out and see if my argument resonates with your business and marketing compass... and who knows? Perhaps these are event will trigger a positive change in the direction of your career.

Long story short, it's the PB model that troubles me for the simple reason that sellers are under-represented and their homes run an increased risk of being undersold.

I'm going to get into the 5 main reasons why PB failed, why the discount services model is in intensive care and the big marketing opportunities agents have and how you can get your point of difference message out to sellers in your area.

May 3, 2019

I notice super agents have a simple formula.  My guest for this episode shares his and more

But first, I want to say a special thank you for all the great feedback from last week's interview with Garth Makowski.

Garth's tough market talks are impossible to beat and he shared so many winning scripts and ideas on that episode.

If you haven't listened yet, go to topagentsplaybook.com/144

My main mission with the show is to get you up close and personal with real estate's best and give you the takeaways you need to reach the goals you want.

And speaking of top performers and tough markets, the super-agents are rising and I notice almost all use a similar model just like my guest today.

They build a dedicated team of supporters who let them focus on the things that make them money.
These are what I call the blue dollar tasks like prospecting, doing an open, putting a deal together, delivering a listing presentation or getting a price reduction.

They know that almost every other task can be allocated to someone else.

Let's break it down and look at it this way because I want to make a point.  If you're a super agent, you're probably earning at the rate of somewhere more than $175 an hour.

So why would you work on tasks that could be competently completed by someone for $35 or $40 an hour?

If you're not at super agent status yet but want to be there, you can simply copy the formula and start looking at your personal business and the regular tasks you're doing.

Why not get some help to let you focus on getting in front of more sellers and buyers. You can start with a virtual assistant for 10 bucks an hour. No wage, or commitment, just pay by the hour.

I've been doing this for years and it's a game changer. You can make a screen share video giving instructions and create a library of training videos behind a private YouTube password channel and you can basically do it all for free.

Start thinking like a super agent and watch what happens. My crystal ball tells me plenty of agents are spinning their wheels at 30 or 40 deals a year that should be doing this to take everything to the next level.

It's simple economics. The more time you can dedicate to your blue dollar tasks, the more results you'll see. It's a law of nature just like gravity.

And my advice to anyone looking to reach super agent status is to study their systems and strategies. If they publish a guide or eBook get it.  If they offer a course, buy it. Because that's just what they did to get where they are today.

My guest for this episode is Sydney's Nick Papas.

He's an accomplished super agent earning over $1 million in GCI with a powerful message that will help set you apart from your competition.

He shares his favorite mindset hacks to make sure he's always on top of his game.
He gives his best advice on what agents can be doing to grow their brand position and influence and the best tactics for new agents to get traction early.

If you go to the show notes for this episode you can watch the video of the Zoom call of Nick and I recording this interview.  That's at topagentsplaybook.com/145

All that and more coming right up.

Apr 26, 2019

While this show goes out to thousands of agents every month in more than 100 countries, I understand the strength of the property market will differ from place to place.

In Toronto, where I live, the market is strong with multiple buyers competing to purchase up to $2 million.

But things aren't so strong in Auckland, Melbourne and Sydney and after a 25-year boom, the cycle has turned and competition for real estate is not as strong.

So, with many of my listeners in Australia and NZ I want to dedicate this episode to getting results in a changing market and my guest for this week, as you'll soon discover, is not only ready for change but excited about the opportunities it's delivering.

So let me make a few observations:

1. The current changes we're seeing are part of a cycle. There's no way such high levels of property growth can be sustained long term.  Sooner or later there's a correction.  There's nothing wrong with it.  It's a cycle just like the tide and the seasons. Let's remember, it's been good for a long time.

2. When the market softens, prices fall but the actual number of properties coming onto the market falls as well. Which is where most agents feel the pinch. The frenzy of competing buyers which fuels the volume of properties hitting the market is no longer so strong.

3. I have no data to back this up but I'm going to estimate that 90% of agents selling real estate today have never experienced a tough market which means many don't have the skill set required to get results for their clients. And here's something weird I've noticed.  I'm going to call it MGS or Market Guilt Syndrome. I notice many inexperienced agents, for reasons I can't understand, blame themselves for what's happening. So let's accept the market is not your fault and you're not responsible. But what you are responsible for is helping your sellers achieve the best real estate solution they can get.

4. When you list a property for sale, your client, and let's assume they're motivated and need to sell, have chosen you to deliver a result. What I'm saying is you have a moral and ethical obligation to get them sold for the best price inside your average days on market time.

To make this happen, you're going to need to have what today's guest calls REAL DISCUSSIONS and probably more than one or two.

This is all around managing your seller's expectations and getting their price into the likely selling range. This takes courage and skill as many agents are discovering but here's the thing:  If you can quickly develop these skills, you'll not only survive and thrive in a down market, you and your brand will be beautifully positioned once things turn around.

You need to give your sellers cold hard evidence that their price is too high. Your evidence might come in the form of days on market, the number of unique online visits which fail to convert to physical showings or good old buyer feedback.

And I know these strategies work and work well as they're a regular topic in our Private Client Group.

5. Getting your head right is essential in a tough market and I've learned so much working with Mindset Coach Jet Xavier in the last 6 months. Jet's ideas and mindset tactics are tailored to agents. That inside voice that sits on your shoulder and tells you that you can't do something has destroyed many real estate careers. But long story short, Jet has a strategy for every situation.  In fact, if you download his top 7 mindset hacks at TopAgentsMindset.com you'll see what I mean. It's a short cheatsheet with his best mindset ideas.

My guest today is a formidable force in his market and a major influencer in the Australian real estate scene. He has an impressive and highly successful approach to current market conditions and I know for a fact that many agents who employ his strategies are doing very well.

And even though his market has softened, he's full steam ahead and aims to write more than $2 million in GCI this calendar year.

I have the feeling this interview is going to be on high rotation and make sure you listen out for his short role play scripts which you'll want to learn and use ASAP.

Apr 17, 2019

Last year, Harcourts, The NZ/Australia based real estate group auctioned 1200 properties in California. Their clearance rate at auction was 92%

Days on market for their auctions averaged 35 against an industry average of 120.

The funny thing about selling by Auction in a new market, and this is my personal observation, is that the only negative reactions come from agents.

And that's okay, everyone is entitled to an opinion. And we can all understand the threat of the unknown.

But if you dig a little deeper, you'll find the most critical agents wouldn't know a real estate auction from a hole in the ground. Or they're stuck in the Vietnam War era where they think Auctions are the last resort for a distressed sale situation.

I have no issue with spirited discussion and informed debate, but (and this blows my mind) most of the auction haters have never actually been involved in an auction campaign.

That's a bit like saying you don't like Indian food but you've never tried it. Or saying you don't like a band, but you've never heard their songs.

Let me qualify my opinion and support for the power of auction by saying that not all properties and their owners are suited to Auction.

Selling by Auction is not a blanket fix.  It's an alternative selling method to be considered in certain and very specific situations.

Auction success happens when the time and circumstances are right.  This is not a magic elixir for selling all real estate. It's a powerful marketing tool you bring out when it's applicable.

A couple of months ago, highly successful Melbourne auctioneer, real estate agent and father of 5 Glen Coutinho packed up and moved to join the team at Harcourts #1 and founding California office in Beverly Hills.  And yep, his office zip code is 90210

Not everyone makes the decision to buy a one-way plane ride to another country. It takes courage and it takes a cause and those of you who know Glen also know he has both.

On the long plane flight from Melbourne to LA, Glen wrote a letter to his kids called 'Flick The Switch'. It's moving and inspiring and Glen has given me permission to run the audio at the end of this interview. It's powerful and impressive.

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