Latest / The You Project / #1806 No D*ckhead Policy - Sally O'Connell

Transcript

#1806 No D*ckhead Policy - Sally O'Connell · The You Project

• 0:00
  Speaker 1: I get a team. It's Harps, it's the U Projects.
• 0:02
  Speaker 1: Sally O'Connell and I go way back. She's a friend
• 0:06
  Speaker 1: of mine from the nineties. She's that old. She's not
• 0:08
  Speaker 1: as old as me because I was a grown up
• 0:11
  Speaker 1: at the time when I first met her. She was
• 0:13
  Speaker 1: in school, she was an athlete, she was a student,
• 0:16
  Speaker 1: she was a triathlete, she was a bunch of things.
• 0:19
  Speaker 1: And I'm going to tell you that we started this
• 0:22
  Speaker 1: very podcast about ten minutes ago and then fuck something
• 0:26
  Speaker 1: up significant, So we went rather than try and edit
• 0:30
  Speaker 1: out that very messy fuck up. And we're not even
• 0:33
  Speaker 1: going to say who, but one of us may have
• 0:35
  Speaker 1: prematurely announced someone's death. Haha. We were talking about a
• 0:40
  Speaker 1: person who we will not mention, and Sale said I
• 0:43
  Speaker 1: think they died when I didn't know that, and then
• 0:45
  Speaker 1: I checked and they didn't. So here we are version
• 0:48
  Speaker 1: two high sal.
• 0:51
  Speaker 2: Oh wow, what a start. But it just feels like
• 0:54
  Speaker 2: old times. Craig always a laugh, always able to turn
• 0:59
  Speaker 2: perhaps a you know, a situation into something positive. So yeah,
• 1:04
  Speaker 2: great to be here and reminisce when we first met,
• 1:07
  Speaker 2: when I was a kid training at your first personal
• 1:09
  Speaker 2: training gym.
• 1:11
  Speaker 1: Yeah, you were a kid, you were like, what were
• 1:14
  Speaker 1: you seventeen years old or something? Yeah? Are you still
• 1:19
  Speaker 1: We're going to jump all over the joint today and
• 1:20
  Speaker 1: people will meet you and know who you are soon enough.
• 1:22
  Speaker 1: But you still look very fit, and you like last
• 1:26
  Speaker 1: time I saw you was And people say shit like this,
• 1:28
  Speaker 1: but they don't mean it. I actually mean it. You
• 1:31
  Speaker 1: look about as old as last time I saw you,
• 1:33
  Speaker 1: which was maybe twenty years ago, which is very annoying
• 1:36
  Speaker 1: because I currently look like my grandfather, which is fucking annoying.
• 1:41
  Speaker 1: How often do you work out?
• 1:44
  Speaker 2: Now?
• 1:44
  Speaker 1: What's your protocol?
• 1:46
  Speaker 2: It's so funny, like exercise has just been ingrained in
• 1:49
  Speaker 2: me since I was a kid, so it's been always
• 1:52
  Speaker 2: part of my life and I've continued to experiment with
• 1:55
  Speaker 2: different things. But I've always done something runnings probably as
• 1:59
  Speaker 2: you know, It's always been probably my main passion and
• 2:02
  Speaker 2: probably the thing I've been the best at. Even when
• 2:05
  Speaker 2: I did triathlon, I was better at the running than
• 2:07
  Speaker 2: the riding and the swimming. So I definitely still run.
• 2:11
  Speaker 2: I've done I've done marathons over the years. I've actually
• 2:15
  Speaker 2: just signed up for Sydney Marathon which is at the
• 2:17
  Speaker 2: end of August. But I haven't done one for nine years,
• 2:20
  Speaker 2: so that's a big step up from what I what
• 2:23
  Speaker 2: I've been doing typically, but I've done you know, really,
• 2:28
  Speaker 2: to be honest, Craig, when I left working with you
• 2:31
  Speaker 2: at Harper's and personal training and lifting weights, and if
• 2:35
  Speaker 2: you remember, we did a lot of weight training, and
• 2:37
  Speaker 2: you know, I was pretty I guess back then strong
• 2:40
  Speaker 2: for a female. I got sicker gyms and lifting weights,
• 2:45
  Speaker 2: so I kind of gave that, left that all behind
• 2:48
  Speaker 2: and did more things like running and pilates and yoga,
• 2:54
  Speaker 2: and I walk a lot. I often I often use
• 2:57
  Speaker 2: exercise for even for meetings where I'll meet people and
• 3:00
  Speaker 2: go for a run or a walk because it's a
• 3:01
  Speaker 2: good double use of time. You sort of kill two birds.
• 3:04
  Speaker 2: So yeah, it's still very fit, still a big part
• 3:06
  Speaker 2: of my life. It's probably my one non negotiable because
• 3:10
  Speaker 2: it translates really to everything else for me, you know,
• 3:13
  Speaker 2: my mental health, my energy, all those sorts of things.
• 3:17
  Speaker 2: So it's just something I'll continue to do for as
• 3:21
  Speaker 2: long as my body allows me to.
• 3:23
  Speaker 1: And I think, you know, apart from all that, like
• 3:26
  Speaker 1: your brain works better, you're a better communicator, you get
• 3:29
  Speaker 1: stressed less. I mean, you still get stressed, but you
• 3:32
  Speaker 1: tend to manage emotional and psychological shit better when your
• 3:36
  Speaker 1: body's in better shape. People don't I mean people who
• 3:39
  Speaker 1: listen to me here this all the time. But I
• 3:41
  Speaker 1: think the general public doesn't really understand how strong the
• 3:45
  Speaker 1: relationship between psychology and physiology and emotion is. And if
• 3:50
  Speaker 1: your body is not in good shape, it's going to
• 3:53
  Speaker 1: affect how you think and how you feel. And if
• 3:55
  Speaker 1: your emotions are not in good shape, it's going to
• 3:58
  Speaker 1: affect how you think, and if physiology and if your
• 4:01
  Speaker 1: mind's not in good shape, same you know, So it's this,
• 4:05
  Speaker 1: it's this kind of three component system and everything affects
• 4:08
  Speaker 1: everything all the time.
• 4:10
  Speaker 2: Well, I mean, I know you like you've never it's
• 4:13
  Speaker 2: probably been similar for you, non negotiable, and you know
• 4:17
  Speaker 2: your strength training because you know it does actually even
• 4:22
  Speaker 2: your confidence, and you know all those sorts of things
• 4:24
  Speaker 2: like there's you know, our whole lives have been about
• 4:27
  Speaker 2: health and wellness and fitness. I mean, you've made a
• 4:29
  Speaker 2: living out of, you know, writing your books and podcasts
• 4:32
  Speaker 2: and training people and training trainers to train people, and
• 4:36
  Speaker 2: you know, there's a lot of knowledge that you've passed
• 4:38
  Speaker 2: on to so many of us over the years.
• 4:39
  Speaker 3: So yeah, it's a big part.
• 4:41
  Speaker 2: It's my non negotiable and I'll sacrifice sleep for it,
• 4:45
  Speaker 2: you know, I'll sacrifice family time for it. I mean
• 4:48
  Speaker 2: that to sound wrong, but for me, I know I'm
• 4:51
  Speaker 2: better with my family if I get that time in
• 4:54
  Speaker 2: my day to exercise. And I'm not obsessive perhaps like
• 4:58
  Speaker 2: I have been in periods when you knew me, Like,
• 5:02
  Speaker 2: I'm not no means obsessive. You know, my diet's clean,
• 5:06
  Speaker 2: but I don't obsess a lot less about that than
• 5:09
  Speaker 2: perhaps I have in my younger years, where I was
• 5:11
  Speaker 2: a lot, probably a lot more obsessive about what I
• 5:13
  Speaker 2: put into my body.
• 5:13
  Speaker 3: I don't worry about that now.
• 5:16
  Speaker 2: That said, I'm very in tune and I still like
• 5:18
  Speaker 2: to keep up to date with you know, what's going on,
• 5:21
  Speaker 2: and as you would know, you know, there's a lot
• 5:24
  Speaker 2: of I guess now discussion around your gut health and
• 5:27
  Speaker 2: you know, the intermitt fasting and not just the impact
• 5:30
  Speaker 2: that has on your physical body, but also your longevity.
• 5:34
  Speaker 2: And now we you know, longevity is now something that
• 5:37
  Speaker 2: I guess I'm more concerned about how do I continue
• 5:41
  Speaker 2: to be health, to be well, and to continue to
• 5:43
  Speaker 2: have it, you know, a really active life, because you
• 5:47
  Speaker 2: know you do. You start to see people that you
• 5:49
  Speaker 2: love around you that haven't looked after themselves, that you
• 5:52
  Speaker 2: know that then experience ill health. And as you know,
• 5:55
  Speaker 2: if we haven't got our health, then everything else becomes,
• 5:58
  Speaker 2: you know, extremely different.
• 6:01
  Speaker 1: Yeah, it puts I mean, health is the big perspective giver.
• 6:04
  Speaker 1: You kind of realize when you get sick or when
• 6:07
  Speaker 1: someone that you love gets sick. And we all know
• 6:10
  Speaker 1: this it's a bit cliche, but like, if you haven't
• 6:12
  Speaker 1: got your health, you haven't got much right And yeah,
• 6:16
  Speaker 1: I've yeah, I've had a bunch of people around me
• 6:20
  Speaker 1: die over the last few years, people that I love.
• 6:22
  Speaker 1: I've had people that I care about get sick. One
• 6:24
  Speaker 1: of my friends who I still see three times a week,
• 6:27
  Speaker 1: he had a horrendous accident and he they said he'd die.
• 6:32
  Speaker 1: And then they said, well, if he doesn't die, which
• 6:34
  Speaker 1: he will, but if he doesn't, he'll be a quadriplegic.
• 6:36
  Speaker 1: And you know, I have no cognitive function. And anyway,
• 6:40
  Speaker 1: he pulled through and I started training him five months
• 6:43
  Speaker 1: after his accident in a wheelchair. And my listeners know
• 6:46
  Speaker 1: this story about John, but every time I see him,
• 6:49
  Speaker 1: and now he can walk with sticks and he can talk,
• 6:51
  Speaker 1: and his brain's not bad. You know, he's got a
• 6:54
  Speaker 1: traumatic brain injury and a spinal cord injury. But he's
• 6:58
  Speaker 1: a fucking weapon, you know. And you just when I
• 7:00
  Speaker 1: look at him, and I spend time with him, and
• 7:03
  Speaker 1: I don't know when I'm somewhat captivated with him, because
• 7:07
  Speaker 1: he just he has shit going on that I don't.
• 7:10
  Speaker 1: I don't think I could cope with. I don't think
• 7:12
  Speaker 1: I'm as good as him. I don't think I'm as
• 7:14
  Speaker 1: resilient as him. I'd like to think I am, but
• 7:17
  Speaker 1: I think I'm full of shit. I think if I
• 7:20
  Speaker 1: had had happened what he did, I might have fallen
• 7:22
  Speaker 1: apart right. And I look at him and I think,
• 7:26
  Speaker 1: when I spend time with people who've got real adversity,
• 7:29
  Speaker 1: sell not bullshit adversity, which is I'm not talking about
• 7:32
  Speaker 1: anyone particular. But you know, sometimes I get caught up
• 7:35
  Speaker 1: in my own problems and then I meet someone with
• 7:37
  Speaker 1: a real problem, and then my higher self goes shut
• 7:41
  Speaker 1: the fuck up, like you don't have any problems like
• 7:46
  Speaker 1: you have you have, you have one out of ten
• 7:50
  Speaker 1: minor issues, and you act like you've got a nine
• 7:54
  Speaker 1: and a half out of ten problems.
• 7:55
  Speaker 2: So I think people like give you perspective. And like
• 7:59
  Speaker 2: I was thinking, like, as you're telling that, but how did.
• 8:01
  Speaker 3: That make you feel?
• 8:02
  Speaker 2: Where you were part of his recovery and actually not
• 8:06
  Speaker 2: believing what they told him his life and future was
• 8:10
  Speaker 2: going to be, and say, well, you know, to use
• 8:12
  Speaker 2: your language.
• 8:13
  Speaker 3: You know if that I'm not going to do that,
• 8:15
  Speaker 3: I'm going to actually buck what you're saying and do this.
• 8:18
  Speaker 3: And I think absolutely gives you perspective. And I'm the same.
• 8:21
  Speaker 2: I mean, I have probably a low tolerance for people
• 8:25
  Speaker 2: that you know, probably complain about things that are first
• 8:28
  Speaker 2: world problems and you know, the light because I think
• 8:31
  Speaker 2: I've seen too much people that there's so much tragedy
• 8:34
  Speaker 2: in people's lives and you wonder how they get on.
• 8:36
  Speaker 3: And that does give you perspective.
• 8:38
  Speaker 2: And I'm lucky you knows as tough as parts of
• 8:42
  Speaker 2: my life have been since you and I knew each other, well,
• 8:46
  Speaker 2: you know, it's all part of your learnings and it's
• 8:48
  Speaker 2: what makes you stronger and you get the perspective.
• 8:50
  Speaker 3: But yeah, it's it's.
• 8:53
  Speaker 2: Definitely again part of what I guess since you know
• 8:57
  Speaker 2: you learn along the way, and your biggest learning is
• 8:59
  Speaker 2: usually come from your hardest challengers. But yeah, definitely feel
• 9:05
  Speaker 2: fortunate that I really haven't had a lot of that
• 9:08
  Speaker 2: very tough tragedy in my personal life.
• 9:11
  Speaker 3: I've seen it around him like you have.
• 9:13
  Speaker 1: Yeah, I mean for me working with him and people
• 9:16
  Speaker 1: like him. This sounds a going cliche, but I don't care.
• 9:19
  Speaker 1: It's like it's a gift, Like he's given me more
• 9:22
  Speaker 1: than I've given him, Like I've given him some knowledge
• 9:25
  Speaker 1: and some time and some love. But he's just like
• 9:30
  Speaker 1: he makes me see things differently, Like he never has
• 9:34
  Speaker 1: I mean never, not one day a year does he
• 9:37
  Speaker 1: have a pain free day. So he's in constant chronic pain.
• 9:41
  Speaker 1: So it's not a matter of if he's in pain,
• 9:43
  Speaker 1: it's just what number out of ten? And so when
• 9:46
  Speaker 1: he says I'm an eight out of ten pain, that
• 9:48
  Speaker 1: for me would probably be a twenty out of ten. Right.
• 9:53
  Speaker 1: But when he comes to the gym and he walks
• 9:55
  Speaker 1: in with his sticks and it takes him, you know,
• 9:58
  Speaker 1: two minutes to walk twenty feet, and you know I
• 10:03
  Speaker 1: have to lift him up and down off benches, or
• 10:05
  Speaker 1: at least the very least help him hold him, but
• 10:11
  Speaker 1: his he never complains when I go, you know, what's
• 10:17
  Speaker 1: what's the pain level? And He'll give me a number
• 10:19
  Speaker 1: and I'm like, okay, all right, well do you want
• 10:23
  Speaker 1: to still train? He goes, I'm here, and I go
• 10:25
  Speaker 1: all right, fucking hell, you know, all right? And yeah,
• 10:30
  Speaker 1: he teaches me more than I teach him, especially when
• 10:32
  Speaker 1: it comes to just you know, shutting the fuck up
• 10:36
  Speaker 1: and don't overthink things. And it's like, very much. I
• 10:40
  Speaker 1: just had a conversation with doctor Jody Richardson, who's a psychologist,
• 10:45
  Speaker 1: and we're talking about or who specializes PhD, who specialize
• 10:50
  Speaker 1: things in anxiety, but we're talking about literally, well what's
• 10:53
  Speaker 1: in your control and what's not? You know, So what's
• 10:56
  Speaker 1: he can't wake up tomorrow without a spinal call injury
• 11:01
  Speaker 1: or a traumatic brain injury. He can't. So every day
• 11:04
  Speaker 1: he goes, well, this is what I have. I've got
• 11:07
  Speaker 1: a spinal cord injury. I've got a brain injury. He's
• 11:13
  Speaker 1: got a bag, he's got a catheter. He can't we
• 11:15
  Speaker 1: he can't pooh. Normally, he's like his life. I'm sorry
• 11:18
  Speaker 1: if this upsets anyone, but this is the reality of
• 11:21
  Speaker 1: his life. His life is fucking hard, but he never
• 11:25
  Speaker 1: once says, jeez, my life's hard. And for me, I
• 11:28
  Speaker 1: love being around that because you know, I'm spoiled. I'm
• 11:32
  Speaker 1: an only child. I grew up in relative privilege, like
• 11:36
  Speaker 1: I'm a big fucking baby. I need to be around that,
• 11:39
  Speaker 1: you know. So for me, that stuff is a gift. Hey,
• 11:42
  Speaker 1: I'm going to hit the pause button then tell you
• 11:44
  Speaker 1: something just because I looked it up while you were
• 11:46
  Speaker 1: talking about running marathons. Did you know that bloke broke
• 11:51
  Speaker 1: broke the world half marathon record? Are you? Gan? And
• 11:54
  Speaker 1: dude whose name escapes me and I'm looking at it's
• 11:57
  Speaker 1: not written here, but anyway, listen to this. He ran
• 12:01
  Speaker 1: a half marathon. Now, remember everyone, this is twenty one
• 12:04
  Speaker 1: point one case, have a guess at his time, So
• 12:07
  Speaker 1: have a guess.
• 12:08
  Speaker 3: Okay, marathon. He broke the record. So I'm going to
• 12:15
  Speaker 3: say it sounds outrageous, but like under an hour or something. Stupid.
• 12:22
  Speaker 1: Yep, fifty six forty two.
• 12:25
  Speaker 2: Oh my god, I can't drive my car that fast.
• 12:29
  Speaker 1: Crank fifty six. Now, for people who don't and that's
• 12:33
  Speaker 1: of course, that's that's normal. But for people who don't
• 12:36
  Speaker 1: understand what that means, that is fucking ridiculous, Like he
• 12:40
  Speaker 1: broke the pre Now, normally a record like that, generally
• 12:43
  Speaker 1: it's not going to be beaten, hardly of it. But
• 12:45
  Speaker 1: I mean the previous world record was fifty seven thirty.
• 12:50
  Speaker 1: This dude beat the world record by forty eight seconds,
• 12:55
  Speaker 1: which is.
• 12:57
  Speaker 3: That's like a five hundred meters Like no, it's.
• 13:01
  Speaker 1: Like, well, at that pace, it's probably three four hundred.
• 13:07
  Speaker 1: It's at least three hundred metres. But anyway, yeah, crazy.
• 13:10
  Speaker 1: So now, now what we didn't touch on because we
• 13:14
  Speaker 1: did in the first podcast that we fucked up, is
• 13:16
  Speaker 1: that is it you? So you started training with me
• 13:21
  Speaker 1: when you were a kid, and then when you were
• 13:22
  Speaker 1: still relatively a kid, you were you started working as
• 13:27
  Speaker 1: a trainer at my place at Harper's when personal training
• 13:33
  Speaker 1: was just becoming a thing. What do you what do
• 13:37
  Speaker 1: you remember about that?
• 13:40
  Speaker 2: Well, you were you were the trailblazer around saying I've
• 13:44
  Speaker 2: seen this personal training, you know, not having gym memberships,
• 13:47
  Speaker 2: but I'm going to go and have a private studio.
• 13:49
  Speaker 2: There's no such thing as a membership. You can't just
• 13:51
  Speaker 2: come in and use the equipment. It's actually one on
• 13:54
  Speaker 2: one appointments. And yeah, you you you kind of created
• 13:58
  Speaker 2: it here as far as we knew, I mean, a
• 14:02
  Speaker 2: real trail blazer. And again, I guess I was very
• 14:05
  Speaker 2: attracted to, you know, what you were trying to do.
• 14:08
  Speaker 2: So I think you know, you saw some maybe a
• 14:13
  Speaker 2: bit of ambition in me wanting to be good at
• 14:15
  Speaker 2: triathlon and sort of said I'll help train you. And
• 14:18
  Speaker 2: I think in a way, you know, you did that
• 14:20
  Speaker 2: out of probably more just being generous than me even
• 14:23
  Speaker 2: paying you are curring any comfort. But it was very
• 14:27
  Speaker 2: aspirational at the time as well. So you know, I
• 14:30
  Speaker 2: think the people that used to come it was it
• 14:32
  Speaker 2: was almost like, you know, only the really wealthy sort
• 14:34
  Speaker 2: of families we knew could come along and have a trainer.
• 14:37
  Speaker 2: And yeah, you created this really awesome culture where there
• 14:41
  Speaker 2: was a flow of trainers. We're all trainers, we're all friends.
• 14:44
  Speaker 2: You know, we had one on one appointments with our clients.
• 14:46
  Speaker 2: There's a lot of interaction between the trainers and the
• 14:48
  Speaker 2: clients and each other's clients that there.
• 14:51
  Speaker 3: Was a whole community around it.
• 14:53
  Speaker 2: And it was a really like I look back on
• 14:55
  Speaker 2: that part of my life and it was foundational to
• 14:58
  Speaker 2: so many other things. When I reflect, many friendships there
• 15:02
  Speaker 2: was a marriage for me in there as you know,
• 15:06
  Speaker 2: you know, there was a.
• 15:06
  Speaker 3: Lot of stuff over those years.
• 15:09
  Speaker 2: But yeah, like for me, you were very influential, probably
• 15:13
  Speaker 2: as one of my first bosses.
• 15:15
  Speaker 1: Really, it's funny I think now, sal about the shit
• 15:19
  Speaker 1: that went on that we couldn't even mention.
• 15:22
  Speaker 3: Right, No, you remember that shit that went on? Oh
• 15:26
  Speaker 3: there was so social media then, Craig.
• 15:29
  Speaker 1: I mean I wouldn't have had a career. I mean,
• 15:31
  Speaker 1: there was so much inappropriate shit that went on, and
• 15:35
  Speaker 1: might I say, quite often by the clients, not by me.
• 15:40
  Speaker 1: I don't know if you remember. I don't know if
• 15:43
  Speaker 1: you remember what happened at my thirtieth birthday one of
• 15:47
  Speaker 1: the clients organized Oh fuck it, I'm just going to
• 15:50
  Speaker 1: say it. I didn't organize this. One of my clients
• 15:54
  Speaker 1: organized Miss Nude Australia to come in to the gym, right,
• 15:59
  Speaker 1: And I firstly you might think, I'm like, I one
• 16:03
  Speaker 1: hundred percent did not want that. And the lady, it
• 16:06
  Speaker 1: was a lady who organized it. Could you imagine that?
• 16:10
  Speaker 1: Now this was nineteen ninety was it, no, nineteen ninety three, Well,
• 16:14
  Speaker 1: well yeah.
• 16:14
  Speaker 3: It would have been ninety two ninety three.
• 16:16
  Speaker 1: That was then well ninety three. I was born in
• 16:19
  Speaker 1: sixty three, so it was ninety three, right, Yeah, I'm like,
• 16:22
  Speaker 1: all I could think about was, fuck, this is it.
• 16:24
  Speaker 1: This is the end of my business. This is the
• 16:26
  Speaker 1: end of my career, like imagine hr and I'm I'm
• 16:32
  Speaker 1: I hated every second of it. But what was funny
• 16:36
  Speaker 1: was it was primarily I thin fact, it was like
• 16:40
  Speaker 1: nine point thirty in the morning. I think it was
• 16:42
  Speaker 1: pretty much all ladies in the gym. I'm sure the
• 16:45
  Speaker 1: response would be different now, but they thought it was
• 16:47
  Speaker 1: fucking hilarious.
• 16:49
  Speaker 3: Oh we did.
• 16:50
  Speaker 2: And like what you said, it's just society's move too,
• 16:53
  Speaker 2: because the things we used to say across the floor, Yes,
• 16:57
  Speaker 2: but we all came from a good place. No one
• 17:00
  Speaker 2: meanted any harm on anyone. It was funny and at
• 17:02
  Speaker 2: the time, it was okay at the time, and you know,
• 17:06
  Speaker 2: fortunately we've grown up and we're aware that society's expectations
• 17:10
  Speaker 2: have moved and some of those things we said we
• 17:12
  Speaker 2: can no longer say.
• 17:13
  Speaker 3: But we're all still friends. Like you know, there was
• 17:16
  Speaker 3: no harm, no one was harmed.
• 17:17
  Speaker 1: It's good speak yourself. I have and grown up all right,
• 17:21
  Speaker 1: So we'll jump around a little bit. But you recently
• 17:25
  Speaker 1: got a new gig, which congratulations. You are the CEO
• 17:30
  Speaker 1: of Abercrombie's. What is Abercrombie's.
• 17:33
  Speaker 2: So Abercrombie's is a real estate firm based in Melbourne.
• 17:37
  Speaker 2: So we've got one office in Amada in Melbourne and
• 17:41
  Speaker 2: about thirty five staff and we pretty much sell luxury,
• 17:46
  Speaker 2: prestigious residential real estate. So it's a twenty year old
• 17:51
  Speaker 2: business founded by a three people that sort of left
• 17:54
  Speaker 2: I guess competing firms at the time, and they've built
• 17:57
  Speaker 2: this wonderful business and I've got to know, I guess
• 18:02
  Speaker 2: the directors aboard. I've been in the industry now for
• 18:06
  Speaker 2: sort of I guess, you know, coming onto fifteen odd
• 18:09
  Speaker 2: years in different roles, and I've cut my teeth on
• 18:13
  Speaker 2: some pretty challenging roles to get myself here.
• 18:16
  Speaker 3: But yeah, it's a really good for me.
• 18:20
  Speaker 1: You know.
• 18:20
  Speaker 2: I've worked hard to allow myself the opportunities of something
• 18:25
  Speaker 2: like this, and I'm.
• 18:26
  Speaker 3: Here to help you help grow the business.
• 18:30
  Speaker 2: I guess, you know, real estate, like all the industries,
• 18:32
  Speaker 2: are being disrupted by many things all the time. So
• 18:36
  Speaker 2: I'm going to take all my learnings from my banking
• 18:38
  Speaker 2: days and selling real estate myself, and I've been in
• 18:42
  Speaker 2: sort of different sides of the real estate industry and
• 18:44
  Speaker 2: different roles, you know, for some very good companies where
• 18:47
  Speaker 2: I've learned a lot and try and sort of take
• 18:49
  Speaker 2: a lot of those learnings, and you know, right back
• 18:51
  Speaker 2: to the learnings of you know, how to keep myself
• 18:55
  Speaker 2: fit and healthy and mentally strong because it all applies.
• 18:58
  Speaker 2: But yeah, acted me mostly creative the people, and I
• 19:02
  Speaker 2: reflect on my career, you know, over the years since
• 19:05
  Speaker 2: I was a personal trainer, you know, I made a
• 19:08
  Speaker 2: transition into finance, banking and finance and you know, in
• 19:11
  Speaker 2: the corporate world for many many years, and and then
• 19:14
  Speaker 2: you know, was able to transition that into the real
• 19:16
  Speaker 2: estate industry and roles within real estate industry, both on the.
• 19:20
  Speaker 3: Corporate side but also in the in the I guess the.
• 19:24
  Speaker 2: Business side, and you know, I guess for me, so
• 19:29
  Speaker 2: much of what I apply every day, you know, comes
• 19:32
  Speaker 2: back to looking after the people and myself, because I
• 19:37
  Speaker 2: think that's how you get the best out of people.
• 19:39
  Speaker 1: It's to me. It seems I've actually done a lot
• 19:42
  Speaker 1: of gigs in real estate, but not not with you obviously, but.
• 19:47
  Speaker 3: Different we might have to book one in Graig well, what.
• 19:51
  Speaker 1: I mean is often at conferences. But I've done I've
• 19:54
  Speaker 1: done individual ones. In fact, I did a year. I
• 19:56
  Speaker 1: won't say who, but I did a whole year with
• 20:00
  Speaker 1: real estate group, and every month I would turn up
• 20:03
  Speaker 1: and I would do So I've done lots of work
• 20:05
  Speaker 1: with real estate. But for me, I think I think
• 20:08
  Speaker 1: lots of industries Now, don't yell at meself, just let
• 20:11
  Speaker 1: me get it out. I think lots of industries have
• 20:14
  Speaker 1: can have a bit of a brand problem or a
• 20:16
  Speaker 1: little bit of I think people don't necessarily trust people
• 20:19
  Speaker 1: who sell shit right, And so I think the challenge
• 20:23
  Speaker 1: is how do we sell shit with integrity? And how
• 20:27
  Speaker 1: do we be authentic and honest and real. And of
• 20:30
  Speaker 1: course we've still got to make profit. We've still got
• 20:33
  Speaker 1: to we've got to meet, you know, the the client's
• 20:38
  Speaker 1: needs all round. But yeah, I think it's a tough
• 20:43
  Speaker 1: industry because even me, if I'm going to go buy something,
• 20:49
  Speaker 1: I'm wary. I don't like, I don't I trust pretty slowly,
• 20:53
  Speaker 1: and I assume that ninety percent of what's coming out
• 20:56
  Speaker 1: of old mate's mouth is probably bullshit or a version
• 20:59
  Speaker 1: of bullshit. And so how do you how do you
• 21:05
  Speaker 1: how do you bring that together where you sell shit
• 21:08
  Speaker 1: and everyone knows you've got to make profit, which is cool,
• 21:11
  Speaker 1: but you're not seen as the seen as the sleazy, scammy, slimy,
• 21:16
  Speaker 1: fucking sales at all cost person.
• 21:19
  Speaker 2: Yeah, look, it's it's a it is a huge dilemma
• 21:22
  Speaker 2: in the industry and unfortunately it does have a bad name,
• 21:25
  Speaker 2: and for good reason, because you know, there is people
• 21:29
  Speaker 2: within the industry that have you know, potentially treated people.
• 21:33
  Speaker 3: To the point that they do feel like it's a
• 21:34
  Speaker 3: bit sleezy.
• 21:35
  Speaker 2: And you know, it's very much transactional, and so it
• 21:39
  Speaker 2: is a challenge and even for me personally. When I
• 21:41
  Speaker 2: left you a corporate you know, well establed, like well
• 21:45
  Speaker 2: regarded like McCrory bank, you know, great brand, aspirational, well
• 21:50
  Speaker 2: respected by most people. In fact, you just sort of
• 21:52
  Speaker 2: had to say you work at McCrory and people think
• 21:54
  Speaker 2: you're smart, like it was a really good good name
• 21:57
  Speaker 2: to have on your CV.
• 21:59
  Speaker 1: Help, I work at Macquarie. Thanks for that.
• 22:04
  Speaker 2: Real estate is quite the opposite, and there's there is
• 22:06
  Speaker 2: a real stigma. So you know, you often have this
• 22:09
  Speaker 2: almost personal sort of you know, in a dialogue of
• 22:12
  Speaker 2: dilemma of going well you know, I don't want people
• 22:15
  Speaker 2: seeing me as like another dodgy kind of real estate agent,
• 22:18
  Speaker 2: and that's you know, sort of reflecting probably more on me.
• 22:20
  Speaker 2: But to answer your question, yeah, the industry does have
• 22:25
  Speaker 2: not the best reputation. I think if you looked at
• 22:28
  Speaker 2: people on the trust spectrum, you know, we're probably at
• 22:32
  Speaker 2: the very bottom. If not, you know, it's from car
• 22:35
  Speaker 2: sales people like, we're kind of down.
• 22:36
  Speaker 3: There, so it's not great.
• 22:40
  Speaker 2: But to answer your question, what attracted me to this
• 22:44
  Speaker 2: business and the people is I do see them as
• 22:47
  Speaker 2: the quality ones with integrity.
• 22:50
  Speaker 3: You know, I really am.
• 22:52
  Speaker 2: For all my learnings of all the jobs I've had
• 22:54
  Speaker 2: and the people I've worked with and the like. It's
• 22:57
  Speaker 2: the people that you were with that really determine whether
• 23:01
  Speaker 2: you are going to be successful there or not, and
• 23:03
  Speaker 2: whether you are going to have I guess, a successful
• 23:07
  Speaker 2: relationship working with them, because if you are, you know,
• 23:09
  Speaker 2: surrounded by dodgy agents who are dickheads, then you know,
• 23:14
  Speaker 2: again no one's going to like that wouldn't serve me.
• 23:17
  Speaker 2: So our brand does stand for you know, I guess
• 23:21
  Speaker 2: in the market, not through anything other than the word
• 23:24
  Speaker 2: of mouth and the reputation of repeat and referral business
• 23:28
  Speaker 2: because if you do do the right thing, you are
• 23:31
  Speaker 2: seen as oh wow, that's refreshing.
• 23:33
  Speaker 3: There's an agent that actually.
• 23:35
  Speaker 2: Has has told me, you know, told me with transparency
• 23:39
  Speaker 2: what's going on, and has treated me well and has
• 23:42
  Speaker 2: understood my position and the stress of you know, selling,
• 23:45
  Speaker 2: you know, selling real estate stressful.
• 23:48
  Speaker 3: The industry can look very glamorous and you know, there's
• 23:50
  Speaker 3: a very.
• 23:51
  Speaker 2: Thin veneer though, between a real estate agent their flashy
• 23:54
  Speaker 2: car and their watch and actually the job itself, which
• 23:57
  Speaker 2: can be quite challenging and difficult.
• 23:59
  Speaker 3: And I think you'd be interested in this.
• 24:00
  Speaker 2: Like you know, even I'm on the board of Rise Initiative,
• 24:04
  Speaker 2: which is designed around supporting the mental wellness of the
• 24:08
  Speaker 2: industry because the industry actually over indexes on anxiety and
• 24:13
  Speaker 2: mental health issues because of the way society sees them,
• 24:16
  Speaker 2: because of rejection, because of the way they're paid. Because
• 24:21
  Speaker 2: you can actually put in hours and hours and years
• 24:23
  Speaker 2: of work and still not even earn minimum wage. So
• 24:28
  Speaker 2: there's a lot of challenge that comes with it. It's
• 24:30
  Speaker 2: a low barrier to entry. So again the quality of
• 24:32
  Speaker 2: the people that enter the industry, you know, they're not
• 24:35
  Speaker 2: as well educated.
• 24:36
  Speaker 3: Often they haven't been to.
• 24:38
  Speaker 2: They haven't finished school, or they haven't had tertiary education,
• 24:41
  Speaker 2: or they haven't really worked inside any other environment. So
• 24:44
  Speaker 2: you know, there's a bit of a lower barrier instry,
• 24:46
  Speaker 2: so the quality can then be obviously compared to people
• 24:50
  Speaker 2: that have continued to have professional development through their working lives.
• 24:55
  Speaker 2: So many many factors, but one I'm very passionate about.
• 24:57
  Speaker 2: And I think there is good people within the industry,
• 25:01
  Speaker 2: and you know, you will rise.
• 25:03
  Speaker 3: To the top if you do the right thing, and
• 25:05
  Speaker 3: you'll have a long career.
• 25:07
  Speaker 2: And you know, again it's a relationship business at the
• 25:11
  Speaker 2: end of the day, so selling, you know, becomes I
• 25:14
  Speaker 2: guess secondary to building great relationships with people that do
• 25:17
  Speaker 2: actually trust what You've got to.
• 25:18
  Speaker 1: Say, Yeah, I bought a car years ago. Do you
• 25:22
  Speaker 1: remember Rick Wallaney?
• 25:24
  Speaker 3: Yeah?
• 25:25
  Speaker 1: Yeah, No, sadly Rick passed away, God bless, But I
• 25:33
  Speaker 1: used to buy cars off Rick. Rick owned a bunch
• 25:36
  Speaker 1: of car dealerships, and then I started dealing with another
• 25:39
  Speaker 1: guy called Ben and I bought anyway, I ended up
• 25:44
  Speaker 1: buying I reckon over the years, which this is an
• 25:47
  Speaker 1: indictment on me, but I've probably bought ten cars off
• 25:49
  Speaker 1: Ben right, And the reason I buy cars off. Ben
• 25:52
  Speaker 1: is not because he sells the cars that I want necessarily,
• 25:56
  Speaker 1: but because he is honest. Now I've told this probably
• 26:02
  Speaker 1: once or twice, so apologies, but not the last time.
• 26:06
  Speaker 1: But I don't know. Maybe fifteen years ago I bought
• 26:10
  Speaker 1: from him, and I bought my mum three cars for him.
• 26:13
  Speaker 1: I bought my dad a calf through him, Mum through him.
• 26:18
  Speaker 1: I bought a Toyota Prato, right, just a bloody regular Toyota, right.
• 26:24
  Speaker 1: And I rang him up and I went, you know,
• 26:27
  Speaker 1: this is what I want. And he goes, what color?
• 26:28
  Speaker 1: What do you want on it? And I gave him
• 26:30
  Speaker 1: all the shit and he goes, what's the best price
• 26:32
  Speaker 1: you've got because he knows all right, ring around and anyway,
• 26:35
  Speaker 1: he goes, all right, I ring you back in a minute,
• 26:37
  Speaker 1: and he rings me back five minutes later and he goes, yeah,
• 26:40
  Speaker 1: I can do it for X, which was about five
• 26:42
  Speaker 1: thousand dollars cheaper than the absolute best. Right. Then he goes,
• 26:47
  Speaker 1: when do you want it? And I go when can
• 26:49
  Speaker 1: I have it? Now? He was in Werribee and I said, well,
• 26:52
  Speaker 1: I can't get out there in the next few days
• 26:54
  Speaker 1: because I'm up to my eyeballs with one thousand things.
• 26:57
  Speaker 1: He goes, oh, I'll put it on a truck. I'll
• 26:59
  Speaker 1: get it to you. Is that all right? So I
• 27:01
  Speaker 1: go sure, So he sends me the truck, sends me
• 27:05
  Speaker 1: the prato on a truck. The next day, the guy
• 27:10
  Speaker 1: comes in, gives me the paperwork, gives me the keys,
• 27:14
  Speaker 1: and goes. And then the person who then ran my life.
• 27:20
  Speaker 1: I think it was Kim, who was my then PA
• 27:23
  Speaker 1: person business manager. She paid all the bills and did
• 27:27
  Speaker 1: all that shit anyway, like bibbity Bobby Boo, got my
• 27:29
  Speaker 1: new car done. And then about two months later I
• 27:33
  Speaker 1: said to I think it was Kim. I can't even
• 27:37
  Speaker 1: remember why, but I just went maybe I looked at
• 27:39
  Speaker 1: the bank balance and there was more money than I thought, right.
• 27:42
  Speaker 1: I said, we paid for the prato, right, and she's
• 27:45
  Speaker 1: like no. I'm like, so I had this car for
• 27:50
  Speaker 1: two months that I didn't pay for and I owned
• 27:54
  Speaker 1: it right, but I hadn't paid the bill. And I
• 27:57
  Speaker 1: rang him and I went, here you go, and he's
• 27:59
  Speaker 1: like and he goes, how the prato. I go, the
• 28:03
  Speaker 1: prato is amazing. He goes, well, why are you bring men?
• 28:05
  Speaker 1: Do you want something else? I go no, He goes,
• 28:07
  Speaker 1: what's wrong. I go, I haven't paid you for the prato.
• 28:11
  Speaker 1: He's like, oh, so pay I'm like, okay, all right.
• 28:17
  Speaker 1: He goes anything else nah see yah. Like that's what
• 28:23
  Speaker 1: I love.
• 28:24
  Speaker 3: Like complete, standout, complete, And I know that.
• 28:28
  Speaker 1: Of course, people have got to make money. I know
• 28:30
  Speaker 1: you're making money on me. I don't resent that, of course,
• 28:33
  Speaker 1: but there's just a way. It's like when I go
• 28:36
  Speaker 1: and do a corporate gig. I'm not doing it for free,
• 28:39
  Speaker 1: like a costs a lot. But what I want to
• 28:41
  Speaker 1: do is I want to underpromise and over deliver. I
• 28:44
  Speaker 1: want to if you pay X, I want to give
• 28:46
  Speaker 1: you five X value. So you go, yeah, we paid
• 28:50
  Speaker 1: a fair bit for Craig, but fucking hell he was amazing.
• 28:54
  Speaker 1: Let's get him back.
• 28:55
  Speaker 3: Correct.
• 28:56
  Speaker 1: That's what I want to do. I mean. And whether
• 28:59
  Speaker 1: or not you're selling cars, houses, corporate speaking, fucking widgets,
• 29:04
  Speaker 1: you know, pizzas, whatever you're selling, I think that even
• 29:08
  Speaker 1: if it's an expensive product, people can still see it
• 29:12
  Speaker 1: as great value if the service around it is phenomenal.
• 29:17
  Speaker 3: Couldn't agree more. I couldn't agree more.
• 29:19
  Speaker 2: And to actually build that reputation where you know, within
• 29:24
  Speaker 2: the industry, where there is a sea of average and
• 29:26
  Speaker 2: ordinary and bad experiences. The sad part is, Craig, it's
• 29:31
  Speaker 2: actually not that hard to stand out and do the
• 29:33
  Speaker 2: right thing and get referrals and get people talking about
• 29:36
  Speaker 2: you like, you know, like you saw.
• 29:38
  Speaker 3: You know.
• 29:39
  Speaker 2: I guess the you know a lot of the media
• 29:41
  Speaker 2: of me coming here. What that's done for me, you know,
• 29:44
  Speaker 2: because the relationships that I've built LinkedIn is an amazing thing.
• 29:48
  Speaker 2: But the rightships I've built over the thirty years of
• 29:50
  Speaker 2: working in different you know, with in different companies, in
• 29:53
  Speaker 2: different industries and all those things.
• 29:55
  Speaker 3: And I've never really burned a bridge.
• 29:56
  Speaker 2: I've always been done the right thing by the company,
• 29:59
  Speaker 2: you know, by the people, because that's just something that's
• 30:02
  Speaker 2: the way I am. But that comes back to you
• 30:04
  Speaker 2: because people then go, oh my god, Sally, she's great.
• 30:07
  Speaker 2: You've got to talk to her about selling your house,
• 30:09
  Speaker 2: you know, that type of thing, and that's the sort
• 30:11
  Speaker 2: of business that you want to create, so that everything
• 30:14
  Speaker 2: you said, it's less selling, it's actually just building great
• 30:18
  Speaker 2: relationships with people, doing the right thing, having good integrity.
• 30:22
  Speaker 2: And then look, you can't control what's going on in
• 30:25
  Speaker 2: the market. You can't control what's happening with interest rates
• 30:28
  Speaker 2: like that is out of an agent's control.
• 30:30
  Speaker 3: You know, we can't the forces of the.
• 30:32
  Speaker 2: Market and people feeling like they didn't get what their
• 30:35
  Speaker 2: house was worth, or you know, buyers feeling like they
• 30:38
  Speaker 2: had to overpay and the agent you know, told assists
• 30:41
  Speaker 2: and it was this.
• 30:41
  Speaker 3: And all those things. Like a lot of that's out
• 30:43
  Speaker 3: of our control.
• 30:44
  Speaker 2: But unfortunately a lot of people like to sort of
• 30:46
  Speaker 2: blame the agent for when things don't go according to
• 30:50
  Speaker 2: what they thought should happen.
• 30:51
  Speaker 3: So again, it's really.
• 30:53
  Speaker 2: Important that you just maintain that, you know, those relationships
• 30:57
  Speaker 2: so that that part doesn't actually become an issue because
• 31:01
  Speaker 2: you've been very transparent through the process. So it's yeah,
• 31:05
  Speaker 2: it's look, it's a it's a it's an industry that
• 31:07
  Speaker 2: has a lot of characters in it.
• 31:09
  Speaker 3: It's a lot of fun. It's not unlike personal training.
• 31:11
  Speaker 3: There's a lot of fun. There's a lot of banter.
• 31:14
  Speaker 3: We work really hard, the team works really hard. It
• 31:17
  Speaker 3: is it is seven days a week. People expect to
• 31:19
  Speaker 3: have your phone on all the time.
• 31:20
  Speaker 2: It does compromise a lot of agents that have families
• 31:23
  Speaker 2: and their time.
• 31:24
  Speaker 3: They don't see the kids.
• 31:25
  Speaker 2: Sport on Saturdays, there's a lot of sacrifice that comes
• 31:28
  Speaker 2: with it. And the truth is that there's only a
• 31:32
  Speaker 2: small percentage that do really, really well. When you see
• 31:34
  Speaker 2: it in the you know, the perception of looking outside
• 31:38
  Speaker 2: of looking in. Like I said, that sort of veneer
• 31:40
  Speaker 2: of the flashiness and you know, the exraorberant commissions that
• 31:44
  Speaker 2: you can earn if you sell a really high value house.
• 31:47
  Speaker 2: It's a very small percentage of the industry. The majority
• 31:50
  Speaker 2: of the industry are really hard working people, you know,
• 31:52
  Speaker 2: making you know, fairly sort of average average income.
• 31:57
  Speaker 1: If I'm a superstar cell not necessarily at Abercrombie's, So
• 32:02
  Speaker 1: let's just generalize.
• 32:02
  Speaker 3: I'm at employee Craig. Well, I think you've got good
• 32:06
  Speaker 3: integrity'd be good for us.
• 32:08
  Speaker 1: I'll keep that in mind. If I've got if I'm
• 32:10
  Speaker 1: a superstar and i sell a ten million dollar house,
• 32:15
  Speaker 1: what's my commission give or take?
• 32:17
  Speaker 3: Probably roughly one percent at that price range, So.
• 32:21
  Speaker 1: One hundred grand yep, buckety fuck. Hey everybody, this is
• 32:25
  Speaker 1: my last episode of the New Project. It's been great,
• 32:29
  Speaker 1: all the best over and out. You'll find me at
• 32:32
  Speaker 1: Abercrombie's from Monday.
• 32:33
  Speaker 2: And that's what that's what a lot of people see
• 32:36
  Speaker 2: and they're like, how how hard can that be?
• 32:38
  Speaker 3: I can do that.
• 32:40
  Speaker 2: It takes years often to get the ten million dollar listing,
• 32:43
  Speaker 2: or you can get really lucky and you could get
• 32:45
  Speaker 2: that in your first few years. But you know, most
• 32:48
  Speaker 2: agents have committed to it for teen, twenty thirty years
• 32:52
  Speaker 2: and it's a long game, and it is it can
• 32:55
  Speaker 2: be very lucrative, but there's also a lot of agents
• 32:58
  Speaker 2: that don't make a craig and there's a lot that
• 33:00
  Speaker 2: there's a lot of turnover in the industry because they
• 33:01
  Speaker 2: actually probably can't even make you know, ends meet to
• 33:04
  Speaker 2: make a living. So you've got the boat, you've actually
• 33:07
  Speaker 2: got the extremes, which isn't.
• 33:09
  Speaker 1: Great, but the same mean anything like we think about it.
• 33:16
  Speaker 1: You know, this is a very different level. But I
• 33:19
  Speaker 1: remember fifteen years ago I had one particular client, or
• 33:23
  Speaker 1: Ion mentioned their name. Great client, not mentioning the name
• 33:27
  Speaker 1: for any whereasons probably just not appropriate, but do I say, yeah,
• 33:34
  Speaker 1: fuck it. So this client, oh fifteen or nearly twenty
• 33:37
  Speaker 1: years ago, was paying two hundred and fifty bucks a
• 33:39
  Speaker 1: workout and when everybody else was paying fifty dollars. And
• 33:44
  Speaker 1: it wasn't because it was because I didn't really want
• 33:47
  Speaker 1: to train people. Like I was at the point where
• 33:49
  Speaker 1: I'd done a million, and I'm like, I'm not training people.
• 33:54
  Speaker 1: I'm doing corporate. I'd gone back to university, I was
• 33:57
  Speaker 1: lecturing at university. I've done stuff. I was, you know,
• 34:01
  Speaker 1: writing books, i was writing for the heralds all this shit.
• 34:03
  Speaker 1: So I just made my hourly rate ridiculous really, not
• 34:08
  Speaker 1: so that I would get paid that, I mean, it
• 34:10
  Speaker 1: was ridiculous back then, but so that people would go
• 34:13
  Speaker 1: and train with my trainers for fifty or sixty dollars
• 34:16
  Speaker 1: rather than me. I'd go, look, you can do the
• 34:18
  Speaker 1: same workout in the same gym with someone who's really
• 34:20
  Speaker 1: fucking good. And some of them would still say no,
• 34:23
  Speaker 1: I want you imber.
• 34:25
  Speaker 3: Some of them yeah.
• 34:26
  Speaker 1: And I'm like, this is this is putting aside my ego.
• 34:32
  Speaker 1: But this is just really interesting from a psychological perspective
• 34:37
  Speaker 1: and a perceived value perspective. Like the psychologist.
• 34:41
  Speaker 2: Before, it's the perceived value, right, it's the scarcity. It's
• 34:44
  Speaker 2: also the scarcity, and if people see the value, they're
• 34:48
  Speaker 2: prepared to pay that's ultimately like, again, you can't you
• 34:53
  Speaker 2: can't buy twenty years of experience and research and knowledge
• 34:57
  Speaker 2: and trial and error, and because you were trailblazer, right,
• 35:01
  Speaker 2: you actually introduce things to people's health and fitness that
• 35:04
  Speaker 2: no one else had done and it changed their lives.
• 35:07
  Speaker 3: So two point fifty was probably cheap.
• 35:11
  Speaker 1: Well, I always say to people, I don't know about that,
• 35:13
  Speaker 1: But I say to people, you know, like every now
• 35:16
  Speaker 1: and then someone will reach out. I think a lot
• 35:21
  Speaker 1: of people don't really obviously understand how much corporate speaking
• 35:26
  Speaker 1: with good corporate speakers, someone who is a real deal,
• 35:28
  Speaker 1: lots of experience, lots of knowledge, lots of skill, they
• 35:31
  Speaker 1: do a great job. They get good outcomes like how
• 35:34
  Speaker 1: much that is per hour? Right? And then every now
• 35:37
  Speaker 1: and then, you know, so if like Abercrombie's ring me
• 35:40
  Speaker 1: up and go we want you to talk at our
• 35:43
  Speaker 1: app YEP, and I go at cost this, You're you're
• 35:45
  Speaker 1: not going to fall up your chair. You're going to
• 35:47
  Speaker 1: go Yeah, that kind of is about what we thought, right,
• 35:50
  Speaker 1: But other people are like, are you fucking kidding me?
• 35:53
  Speaker 1: Because they don't really understand, right. And obviously, if it
• 35:56
  Speaker 1: wasn't worth that, people wouldn't pay that, or if people
• 35:59
  Speaker 1: didn't feel it was worth it, people wouldn't pay it.
• 36:01
  Speaker 1: But I always say you're not paying for an hour.
• 36:03
  Speaker 1: You're paying for like forty years of forty years of knowledge,
• 36:06
  Speaker 1: forty years of experience, You've read forty years of like, Yeah,
• 36:11
  Speaker 1: that's what you're getting. You're getting forty years of me
• 36:14
  Speaker 1: and all the shit that I've learned that I know,
• 36:16
  Speaker 1: and my skill and my stories and my experience. That's
• 36:20
  Speaker 1: what you're paying for. It's not it's a bit I understand.
• 36:24
  Speaker 2: Both players get paid so much price money because they've
• 36:26
  Speaker 2: dedicated their whole lives to get to the top.
• 36:29
  Speaker 1: Yeah, I want to talk quickly about or slowly. So
• 36:35
  Speaker 1: one of the things that I'm fascinated with, and one
• 36:37
  Speaker 1: of the things that I actually talk about corporately a
• 36:40
  Speaker 1: lot is relationships and communication and teamwork and culture. And
• 36:48
  Speaker 1: it's interesting because, like you said, back in the day
• 36:50
  Speaker 1: when you worked at Harper's, we had We certainly didn't
• 36:54
  Speaker 1: do everything right. We certainly looking back, but you can't
• 37:00
  Speaker 1: say that for the most part, for most of the time,
• 37:02
  Speaker 1: it wasn't a great culture. That was maybe the standout feature.
• 37:06
  Speaker 1: It was a great culture. It was fun, everyone wanted,
• 37:08
  Speaker 1: Clients love being there, trainers love being there. It was
• 37:11
  Speaker 1: an environment that we seem to thrive in. And so
• 37:14
  Speaker 1: when I go into an environment that's toxic to me,
• 37:18
  Speaker 1: it's like, oh my god, I only have to get
• 37:20
  Speaker 1: four feet in the door, and I go, fuck, there's
• 37:22
  Speaker 1: something about this joint that's not right. And then trying
• 37:27
  Speaker 1: to help the management slash leadership whoever that is, to
• 37:33
  Speaker 1: get their head around what a culture is and how
• 37:36
  Speaker 1: to build it, because it's not like you can just
• 37:38
  Speaker 1: get three people to come in and build something in
• 37:41
  Speaker 1: the corner and now we've got one. Because it's such
• 37:44
  Speaker 1: a multi dimensional thing, and it's about the boss or bosses.
• 37:50
  Speaker 1: It's about the employees, it's about the rules and REGs,
• 37:54
  Speaker 1: it's about the environment. It's about so many things. And
• 37:59
  Speaker 1: if I said to you, do you want a good culture?
• 38:01
  Speaker 1: I'm sure you have one already, but do you want
• 38:03
  Speaker 1: to have a great culture? Are you going to go yes?
• 38:06
  Speaker 1: What can you do as the boss? Two? I guess
• 38:13
  Speaker 1: improve the culture, understand when things aren't working, and like
• 38:19
  Speaker 1: with that, putting aside the sale stuff and the bottom
• 38:22
  Speaker 1: line and the profitability and all that just for one moment,
• 38:26
  Speaker 1: focusing on the human stuff, the people stuff. How do
• 38:30
  Speaker 1: you navigate that or how do you consciously this is
• 38:33
  Speaker 1: the longest fucking question of all time, you know what
• 38:37
  Speaker 1: I mean? Like the page, how do you do the
• 38:40
  Speaker 1: people stuff without getting nooses out of joint?
• 38:44
  Speaker 2: Well, I think it is a people thing, and I
• 38:48
  Speaker 2: think about from my experience of environments where it's been
• 38:53
  Speaker 2: a great culture harpers versus a toxic culture.
• 38:57
  Speaker 3: Which ultimately ended up in me leaving.
• 39:00
  Speaker 2: So you kind of know, Okay, there's elements of culture
• 39:04
  Speaker 2: that I know I thrived in and I know brought
• 39:07
  Speaker 2: out the best in me and brought out the discussiony
• 39:10
  Speaker 2: effort and maybe want to turn up and do the
• 39:12
  Speaker 2: extra because it is about trying to bring out the
• 39:14
  Speaker 2: best in people as a leader. So what were things
• 39:18
  Speaker 2: that I really enjoyed in my experiences and what can
• 39:20
  Speaker 2: I bring from that to the team. And obviously there's
• 39:23
  Speaker 2: new generations coming through and what I wanted could be
• 39:25
  Speaker 2: different to what they want now, So being aware of
• 39:27
  Speaker 2: that number one, But also there is some there is
• 39:31
  Speaker 2: some quick wins in there too, Craig, And yes, I
• 39:34
  Speaker 2: am I was attracted to the role, but I was
• 39:37
  Speaker 2: more attracted to the people and what I knew from
• 39:40
  Speaker 2: an outside looking in. And obviously you don't know until
• 39:42
  Speaker 2: you walk in and you can go for a job
• 39:44
  Speaker 2: interview and think it's amazing, and you can walk in
• 39:46
  Speaker 2: there and within a couple of weeks going what the
• 39:48
  Speaker 2: hell have I done? And because of the cult, because
• 39:50
  Speaker 2: of the culture, or because of a toxic leader, or
• 39:53
  Speaker 2: whatever it might be. But I guess to me, it's
• 39:56
  Speaker 2: just understanding, because it's quite a small team still, it's
• 40:00
  Speaker 2: for me probably understanding where each of them are at
• 40:03
  Speaker 2: in their own personal careers, but also importantly where they
• 40:06
  Speaker 2: want to go, and then trying to create an environment
• 40:09
  Speaker 2: that gives them a path of being able to get
• 40:11
  Speaker 2: to where they want to grow, and you know, creating
• 40:14
  Speaker 2: an energy around that. And I think one thing that
• 40:17
  Speaker 2: has been feedback to me in the sort of the
• 40:19
  Speaker 2: first few weeks here is they just love the energy
• 40:22
  Speaker 2: that I bring in each day. And that's usually because
• 40:24
  Speaker 2: I've done my exercise, I've done what I need to do.
• 40:26
  Speaker 2: I come in, I'm ready to go, and you know, energy.
• 40:29
  Speaker 2: I think it is a bit of an energy game.
• 40:32
  Speaker 2: And if you sort of come with high energy, then
• 40:34
  Speaker 2: that will help lift other people even if they walked
• 40:36
  Speaker 2: in and had a bad morning, how to fight with
• 40:38
  Speaker 2: their partner and the crash their car, which I did
• 40:40
  Speaker 2: this week. You know, you're like, I didn't even want
• 40:45
  Speaker 2: to talk about that, so I won't talk about that.
• 40:47
  Speaker 3: But so, yeah, it's a long question.
• 40:52
  Speaker 2: It's a long answer, and there's not a simple answer,
• 40:54
  Speaker 2: but it is to me probably the primary focus. So
• 40:56
  Speaker 2: for me to get a high performance team and for
• 40:59
  Speaker 2: us to actually do well and to have a profitable
• 41:02
  Speaker 2: business and successful business, my focus is on the people
• 41:06
  Speaker 2: because I feel like if I can get the people
• 41:08
  Speaker 2: and the culture right, and I can get them not
• 41:10
  Speaker 2: just surviving, but thriving and wanting to come to work
• 41:13
  Speaker 2: and wanting to do that extra and you know what,
• 41:15
  Speaker 2: on Saturday and you finish your opens and your auctions
• 41:18
  Speaker 2: at midday and you can go out with all your
• 41:20
  Speaker 2: friends who don't work Saturdays, or I can go back
• 41:22
  Speaker 2: to the office and I can actually make another few
• 41:24
  Speaker 2: calls and I.
• 41:25
  Speaker 3: Can actually do that extra bit. How do I get
• 41:27
  Speaker 3: them to do that?
• 41:28
  Speaker 2: Because that's going to get a little closer to where
• 41:30
  Speaker 2: they want to go, And they've told me where they
• 41:32
  Speaker 2: want to go, and I will hold, like I guess,
• 41:34
  Speaker 2: hold them to account to say, well, you told me
• 41:37
  Speaker 2: you want to get there, but you're not doing the
• 41:39
  Speaker 2: activities that are going to get you there, So let's
• 41:42
  Speaker 2: reevaluate what that looks like.
• 41:44
  Speaker 3: So what do we need to do? The other part
• 41:47
  Speaker 3: is just imparting.
• 41:48
  Speaker 2: You know. What I know keeps me mentally sharp and
• 41:53
  Speaker 2: energetic is the exercise piece. So we've all signed up
• 41:57
  Speaker 2: for the Coast Track twenty twenty five. It's thirty k's.
• 42:00
  Speaker 2: It's not like it's easy. It's cross country. I took
• 42:03
  Speaker 2: a training session. You'd be proud of me. I took
• 42:05
  Speaker 2: a training session. I'm like, I don't need to pay
• 42:07
  Speaker 2: a personal trainer.
• 42:08
  Speaker 3: Two fifty an hour. I've got this. I know how
• 42:09
  Speaker 3: to do it.
• 42:11
  Speaker 2: I take a training session with them, so I'm trying
• 42:13
  Speaker 2: to prepare them for that.
• 42:14
  Speaker 3: But it also is team building.
• 42:16
  Speaker 2: We're walking, we're doing stairs, we're doing all the stuff
• 42:19
  Speaker 2: that we used to do. It hasn't changed that much
• 42:21
  Speaker 2: to get people fit for a long you know, an enduranceer,
• 42:24
  Speaker 2: then get them.
• 42:25
  Speaker 3: And you know this better than anyone.
• 42:28
  Speaker 2: When you walk and you talk to someone and you're
• 42:30
  Speaker 2: looking forward, you tell them a lot more about yourself
• 42:33
  Speaker 2: than when you're looking at them across the table. And
• 42:36
  Speaker 2: so we're team building and we're bonding, and that will
• 42:38
  Speaker 2: help them because when we're going through this thirty ks.
• 42:40
  Speaker 2: There'll be some laggers that will have to drag and
• 42:43
  Speaker 2: help and team and support. And what was surprising, well not,
• 42:47
  Speaker 2: what was really nice to see is that when I
• 42:50
  Speaker 2: put it out there to say, who.
• 42:51
  Speaker 3: Wants to do this?
• 42:52
  Speaker 2: You know, I reckon. I've got eighty five percent of
• 42:54
  Speaker 2: the team that have signed up to do it. That
• 42:56
  Speaker 2: to me says a lot. They want to be part
• 42:58
  Speaker 2: of it, they want to get involved. I can tell
• 43:01
  Speaker 2: you in my previous environments, I wouldn't have been I
• 43:05
  Speaker 2: wouldn't have got one I could, I couldn't get that connection.
• 43:08
  Speaker 2: And again, so that for me is if you've got
• 43:11
  Speaker 2: a great number one recruitment, making sure there is a
• 43:14
  Speaker 2: no dickhead policy like preserve it if you've got a
• 43:17
  Speaker 2: great culture.
• 43:18
  Speaker 3: And in real estate, this is a really tricky one. Pray.
• 43:23
  Speaker 2: As you articulated before, in real estate, there is some
• 43:27
  Speaker 2: really high performing agents out there that make bucket loads
• 43:31
  Speaker 2: of money.
• 43:33
  Speaker 3: As characters.
• 43:35
  Speaker 2: You wouldn't be their friend, right, They win at all cost,
• 43:40
  Speaker 2: leave a path of destruction.
• 43:43
  Speaker 3: They are often narcissistic in.
• 43:45
  Speaker 2: Their personality traits, but hey, they're put up on a
• 43:49
  Speaker 2: pedestal because they actually make thirty percent of the income
• 43:54
  Speaker 2: for the company and they've got the boards up everywhere, so.
• 43:56
  Speaker 3: They're helping the brand. And a lot of a lot
• 44:00
  Speaker 3: of the past is that.
• 44:02
  Speaker 2: The business owners and the leaders will turn a blind
• 44:05
  Speaker 2: eye to that behavior because hey, they make the money.
• 44:08
  Speaker 2: But from a culture point of view, it's toxic because
• 44:11
  Speaker 2: everyone else is in their shadow, they're in their wake,
• 44:13
  Speaker 2: they're in the path of destruction. They don't get a chance,
• 44:15
  Speaker 2: they never get to step up because they've got to
• 44:17
  Speaker 2: send the you know, the rock star agent that that
• 44:20
  Speaker 2: type of thing, and that can be quite a challenging
• 44:23
  Speaker 2: environment for young people wanting to come in and have
• 44:26
  Speaker 2: a path. So it's a balance between nurturing, you know,
• 44:30
  Speaker 2: nurturing people to allow them to thrive. And I'm a
• 44:33
  Speaker 2: big believer like in this industry, it's cutthroat, it's competitive.
• 44:37
  Speaker 2: There's a lot of really good operators out of there.
• 44:39
  Speaker 2: Out there, there's a lot of great brands. You actually
• 44:43
  Speaker 2: have to be at the top of the game to survive.
• 44:46
  Speaker 2: You can't just kind of be average. So we want
• 44:49
  Speaker 2: to employ people, I guess first and foremost that have
• 44:52
  Speaker 2: the hunger and if they got the hunger and the
• 44:54
  Speaker 2: attitude and they're not a dickhead, and they contribute to
• 44:57
  Speaker 2: the culture great and will nurture them and help them
• 45:00
  Speaker 2: and then retain them, right, because that's part of it.
• 45:02
  Speaker 3: You've got to retain people. And I always think.
• 45:05
  Speaker 2: If someone walks out the door, it's probably because I
• 45:08
  Speaker 2: got that role, because you know, if you're doing the
• 45:11
  Speaker 2: right thing and they want to be there, they probably
• 45:14
  Speaker 2: shouldn't be looking for another job. But if they're walking
• 45:17
  Speaker 2: out the door, you know, you'll always kind of there'll
• 45:20
  Speaker 2: be other reasons.
• 45:20
  Speaker 3: But most of people leave people rather than jobs.
• 45:25
  Speaker 1: Yeah, yeah, I love that people leave people rather than jobs.
• 45:30
  Speaker 1: Listen to that, everyone, People leave people rather than jobs.
• 45:33
  Speaker 1: I love that. I mean that whole. Firstly, thank you
• 45:38
  Speaker 1: for the title of the show. The title of today's
• 45:41
  Speaker 1: episode everyone, as you'll know by now because you will
• 45:43
  Speaker 1: have read it, is no dickhead policy, Sally O'Donnell. You
• 45:48
  Speaker 1: can thank for that. I love that. Have you read
• 45:50
  Speaker 1: a book you probably you definitely would have hurt well
• 45:54
  Speaker 1: maybe it. And to my listeners who've probably heard me
• 45:57
  Speaker 1: talk about this ten times in eighteen hundred episodes, that's
• 46:01
  Speaker 1: only once every one hundred and eighty episodes, So give
• 46:06
  Speaker 1: me a Break the Five Love Languages. Have you heard
• 46:08
  Speaker 1: of that book? I love that book. I love that
• 46:12
  Speaker 1: book because it really it just talks about how different
• 46:17
  Speaker 1: people respond to And it's not like everyone thinks or
• 46:22
  Speaker 1: not everyone, but people think when you first hear it, Oh,
• 46:24
  Speaker 1: it's about romance and intimacy, and well it can be,
• 46:28
  Speaker 1: but it's really about how other people feel seen and
• 46:31
  Speaker 1: valued and loved and appreciated and heard and important. And
• 46:37
  Speaker 1: when you realize that your love language is not the
• 46:39
  Speaker 1: persons that you're talking to, it's a completely different approach
• 46:44
  Speaker 1: that you have. You know, it's like my mum and
• 46:46
  Speaker 1: dad have two different love languages. I have a different
• 46:49
  Speaker 1: love language to both of them. You know, so understanding,
• 46:53
  Speaker 1: if you understand what is someone else's love language, you
• 46:56
  Speaker 1: increase your chances of building rapport and connection and trust
• 46:59
  Speaker 1: and respect exponentially.
• 47:02
  Speaker 2: Oh, I'm so glad you brought that up, because I
• 47:05
  Speaker 2: probably wouldn't have thought of it. Yes, I know that
• 47:08
  Speaker 2: book and some of my girlfriends swear by it. But interestingly,
• 47:14
  Speaker 2: before I got here, you know the CEO that I'm replacing,
• 47:19
  Speaker 2: who you know, he's been wonderful for the business, Like
• 47:21
  Speaker 2: you know again, he's more working towards the end of
• 47:23
  Speaker 2: his working life, so he's not leaving because of people.
• 47:28
  Speaker 2: They actually do for every new staff member, they actually
• 47:32
  Speaker 2: send them like a psychometric kind of test, like a questionnaire.
• 47:36
  Speaker 2: And it's not like there's obviously you know them all
• 47:38
  Speaker 2: with your study. There's a million out there around the
• 47:41
  Speaker 2: different personality types and those things, but this is it's
• 47:43
  Speaker 2: one that's actually I think it came out of pick
• 47:46
  Speaker 2: Paul Rue's business Performance by Design and so he's i guess,
• 47:53
  Speaker 2: adapted some of his coaching tools to the corporate world
• 47:56
  Speaker 2: and he's done some work with Abercrombie's in the past,
• 47:59
  Speaker 2: and they do this you know sort of test, and
• 48:01
  Speaker 2: then out of that there's four personality types, you know,
• 48:04
  Speaker 2: their colors like blue, red, yellow, and green, and it's
• 48:06
  Speaker 2: probably not hard to work out the red personality types
• 48:09
  Speaker 2: versus the yellow, the blue, the analytical that type of thing,
• 48:12
  Speaker 2: and then they associate an animal to it. So there's
• 48:15
  Speaker 2: a blue owl, there's a red eagle, a yellow peacock,
• 48:19
  Speaker 2: and a green dove. So interestingly, what that does is
• 48:23
  Speaker 2: everyone I've got it on my wall here, everyone in
• 48:26
  Speaker 2: the team has been allocated their strengths because let's you know, they're.
• 48:30
  Speaker 3: High red, low yellow or whatever it be.
• 48:33
  Speaker 2: And then you've kind of then got the tools to say, well,
• 48:36
  Speaker 2: I know that, like my marketing manager, for example, is
• 48:39
  Speaker 2: high red, So the way I communicate with her is
• 48:42
  Speaker 2: going to be different to.
• 48:44
  Speaker 3: You know, one of the.
• 48:45
  Speaker 2: Eas who's the most delightful, gentle, beautiful soul. But the
• 48:49
  Speaker 2: way I communicate with her is very different to how
• 48:51
  Speaker 2: I am very direct with the marketing because that's how
• 48:54
  Speaker 2: she likes to be communicated with. So you know, like
• 48:57
  Speaker 2: there is again there's you can you can actually if
• 49:00
  Speaker 2: you're in these roles, it's our responsibility to actually not
• 49:05
  Speaker 2: just be you know, one size fits all and the
• 49:07
  Speaker 2: old style of leadership. I mean you know that whole
• 49:10
  Speaker 2: sort of command control hierarchy.
• 49:15
  Speaker 3: I mean you could probably.
• 49:16
  Speaker 1: So it's so interesting. So what you're talking about, right,
• 49:20
  Speaker 1: all the different personality profile is great, but in they're
• 49:25
  Speaker 1: all based in obviously research, which is awesome. So there's
• 49:29
  Speaker 1: two things that in psychology. One is called metacognition. Have
• 49:35
  Speaker 1: you heard that term?
• 49:36
  Speaker 3: Yep?
• 49:37
  Speaker 1: Yep. So metacognition is just thinking about thinking, thinking about
• 49:40
  Speaker 1: how people think and why they think the way they think,
• 49:42
  Speaker 1: and why you think the way that you do. And
• 49:45
  Speaker 1: the next one up from that, which is kind of
• 49:46
  Speaker 1: a bit more specific, is called theory of mind, which
• 49:50
  Speaker 1: is understanding how other people think, right, and it kind
• 49:54
  Speaker 1: of spills into how other people feel, and so that
• 49:58
  Speaker 1: what you're just talking about now without using the term,
• 50:01
  Speaker 1: but is essentially theory of mine, which is trying to
• 50:04
  Speaker 1: understand how someone else thinks and feels and what their
• 50:08
  Speaker 1: reality is and what their version. Like you and me
• 50:11
  Speaker 1: are in the same conversation, but we're not in the
• 50:13
  Speaker 1: same experience because I'm not you and you're not me,
• 50:15
  Speaker 1: and you don't have my mind, that I don't have
• 50:17
  Speaker 1: your mind or emotions. But nonetheless we can go. My
• 50:21
  Speaker 1: experience is very real, Your experience is very real, but
• 50:24
  Speaker 1: they're different, right, And so my challenge as a you know,
• 50:28
  Speaker 1: as a host, as a communicator, as a teacher, all
• 50:31
  Speaker 1: the shit that I do, it's not to agree with everyone,
• 50:34
  Speaker 1: but it's as much as I can to at least
• 50:36
  Speaker 1: have insight into And because I know you quite well
• 50:40
  Speaker 1: compared to mo Get most guests, like I can make
• 50:44
  Speaker 1: a few assumptions, right, but they're pretty educated assumptions, you know,
• 50:49
  Speaker 1: and that, yeah, it's really very smart what you've done
• 50:52
  Speaker 1: because you're just basically learning how your people work, and
• 50:57
  Speaker 1: you're operating from the paradigm or in paradigm, that is,
• 51:02
  Speaker 1: we don't all think like Sally. We're not like Sally.
• 51:05
  Speaker 1: Not better or worse, but we're not fucking Sally. And
• 51:07
  Speaker 1: if I think everyone thinks and is and feels and
• 51:11
  Speaker 1: responds and is motivated by what Sally is, where fucked.
• 51:18
  Speaker 2: And I've learned that Greig the hard way, right, like
• 51:21
  Speaker 2: in the sense of you know, you learn this through
• 51:24
  Speaker 2: experience and where you think you can just everyone thinks
• 51:28
  Speaker 2: like me. You know you do know me quite well.
• 51:30
  Speaker 2: My personality type. You know it can be quite direct,
• 51:32
  Speaker 2: and you know I'm probably at times a bit punchy
• 51:35
  Speaker 2: and a bit combative, and you know that hasn't been
• 51:39
  Speaker 2: knocked out of me. But I've learned to have more
• 51:42
  Speaker 2: awareness of the people around me and the impact I
• 51:44
  Speaker 2: would have on them if I take that style to
• 51:46
  Speaker 2: everybody that I come across, So I am more conscious
• 51:50
  Speaker 2: of actually understanding where they come from. You know, what
• 51:54
  Speaker 2: sort of style probably reflects and you know them for
• 51:57
  Speaker 2: me ultimately for me to influence, right, because that's I
• 52:01
  Speaker 2: guess for me as a leader, I am trying to
• 52:03
  Speaker 2: influence positive change and growth and development and all those
• 52:07
  Speaker 2: things you talk about. Because the end the day, I
• 52:08
  Speaker 2: am responsible for the business, and if we're not making money,
• 52:11
  Speaker 2: none of us will have a job. So you've got
• 52:13
  Speaker 2: to balance it, you know, between the I guess, being
• 52:17
  Speaker 2: the responsible person for making sure we keep the lights
• 52:20
  Speaker 2: on versus creating environment that people really want to come
• 52:24
  Speaker 2: and have a great experience at work.
• 52:25
  Speaker 3: I'm such a you know, I've got a daughter.
• 52:27
  Speaker 2: I wanted to be in an environment where people see
• 52:29
  Speaker 2: her potential and give her a path, give her a path.
• 52:34
  Speaker 3: Like that's all sometimes what's interesting, you know.
• 52:38
  Speaker 2: Unfortunately, my experience in real estate has been very much
• 52:42
  Speaker 2: command control type leadership. And I'm not telling you anything
• 52:46
  Speaker 2: that's not obvious. It's a very male dominant industry. There's
• 52:50
  Speaker 2: been a lot of success of people that have come
• 52:52
  Speaker 2: up through the old style of leadership, which is that
• 52:55
  Speaker 2: you know, real hierarchical. Unless you're you know this and
• 52:58
  Speaker 2: you've written this and you know your own equity, then
• 53:02
  Speaker 2: you're really not of any value to us. And there
• 53:04
  Speaker 2: is a real command control And you know, I remember
• 53:06
  Speaker 2: getting when I was I guess, you know, I guess
• 53:11
  Speaker 2: early in the industry, and I was a salesperson and
• 53:14
  Speaker 2: I was still you know, finding my way, and I
• 53:17
  Speaker 2: was in a very high profile, high performance environment, you know,
• 53:21
  Speaker 2: in there, and I had a.
• 53:23
  Speaker 3: Young daughter who was at primary school.
• 53:25
  Speaker 2: And they always had the sales meeting at like eight
• 53:29
  Speaker 2: o'clock on a Tuesday, and it.
• 53:31
  Speaker 3: Was designed around, you know, men who.
• 53:34
  Speaker 2: Had stay at home wives, who had young families, but
• 53:36
  Speaker 2: they could leave the house at seven and get home
• 53:38
  Speaker 2: at seven and not think once about anything else, whereas
• 53:43
  Speaker 2: the women in real estate at the time, and again,
• 53:45
  Speaker 2: you know, there weren't that many. You know, we often
• 53:49
  Speaker 2: still had working husbands, and we're like, if we had
• 53:52
  Speaker 2: to stay I want to stay at home wife. If
• 53:54
  Speaker 2: I had to stay at home wife, I could double
• 53:56
  Speaker 2: my income because I can leave at seven and get
• 53:58
  Speaker 2: home at seven not have to think about anything else
• 54:00
  Speaker 2: as well. But we were doing the juggle, and they
• 54:03
  Speaker 2: were like, oh, you have to if you're not committed,
• 54:05
  Speaker 2: and you're not serious. If you're not at the sales
• 54:07
  Speaker 2: meeting before eight o'clock, you're not serious. And you know,
• 54:10
  Speaker 2: I literally remember pushing my kid out the door. It out,
• 54:14
  Speaker 2: you got it. She wanted to tell me something, you know,
• 54:16
  Speaker 2: she's going to school. I'm dropping off. She want to
• 54:17
  Speaker 2: tell me something. I'm like, no, no, no, you gotta go,
• 54:19
  Speaker 2: you got to go. I'm stressing about being late. And
• 54:23
  Speaker 2: I get to the meeting. I'm three minutes late, and
• 54:25
  Speaker 2: they slammed the door in my face and said, you're
• 54:27
  Speaker 2: not serious, you know, And I just went wow, And
• 54:30
  Speaker 2: you know.
• 54:31
  Speaker 3: I'll never forget that.
• 54:32
  Speaker 2: And I thought, I'm never going to create an environment
• 54:34
  Speaker 2: where I've actually got a playing field that's not equal
• 54:36
  Speaker 2: for people to have a fair Go, let's make the
• 54:39
  Speaker 2: suse let's make the sales meeting at nine point thirty.
• 54:42
  Speaker 3: You know what.
• 54:43
  Speaker 2: Let the dads drop the kids off, let the mums
• 54:44
  Speaker 2: drop the kids off, whatever. But we don't have to
• 54:47
  Speaker 2: have it just because we've always done it that way.
• 54:49
  Speaker 2: I mean, you know again, why do we We've always
• 54:52
  Speaker 2: done that. Why would we change it? Well, because it
• 54:54
  Speaker 2: doesn't actually suit anymore.
• 54:57
  Speaker 1: Wow, that's that's fucking hrrh like. Of course I believe you,
• 55:05
  Speaker 1: But I think, how fucking dumb of those people, Like,
• 55:09
  Speaker 1: how do you do that? How do you get a
• 55:11
  Speaker 1: bunch of people And in the bunch of people, not
• 55:13
  Speaker 1: one of them goes, hey, listen, I don't know that
• 55:16
  Speaker 1: that's a great idea, and also that's kind of shit
• 55:19
  Speaker 1: to treat her that way, Like how does nobody stand
• 55:23
  Speaker 1: up and go, wait, what are you doing? Like? How
• 55:26
  Speaker 1: does no one? How is that okay to treat anyone?
• 55:31
  Speaker 1: You know, but to treat a woman anyone though, fucking
• 55:35
  Speaker 1: anyone like it?
• 55:35
  Speaker 3: Just you know it is? It was.
• 55:39
  Speaker 2: It was eye opening, and sure enough I didn't work
• 55:42
  Speaker 2: there for much longer because, as I said before, I
• 55:44
  Speaker 2: left because of that. Like I left not because of that,
• 55:47
  Speaker 2: but I left because of that the way if I
• 55:48
  Speaker 2: was going to be treated like that, it's not the
• 55:51
  Speaker 2: right environment for me.
• 55:53
  Speaker 3: I can't thrive in that environment.
• 55:56
  Speaker 1: How many? How many? Not that it matters, but out
• 55:58
  Speaker 1: of interest. So there's twenty people in your team at
• 56:00
  Speaker 1: the moment, give or take. What's the split? Is it
• 56:03
  Speaker 1: mainly guys? Mainly girl Now I'm.
• 56:05
  Speaker 2: Actually it's one of my focuses. But the splits, the
• 56:10
  Speaker 2: splits would be fifty to fifty, but it's unfortunately it's
• 56:15
  Speaker 2: for me. It's something to focus on. The majority of
• 56:18
  Speaker 2: the girls or the females within the business are not
• 56:21
  Speaker 2: quite They're not in sales, so they're in property management.
• 56:24
  Speaker 2: They're in marketing, they're in admin. You know, they're in
• 56:26
  Speaker 2: support roles. There's a female office manager. My board is
• 56:31
  Speaker 2: all male. Now, the good news is that they are
• 56:35
  Speaker 2: obviously thought well, you know, I got here on merit.
• 56:39
  Speaker 2: But at the same time, having a female CEO in
• 56:42
  Speaker 2: the real estate industry is rare. There's only a handful
• 56:46
  Speaker 2: of us, and the ones that we have, I'm friends
• 56:47
  Speaker 2: with them all and again I've you know, a lot
• 56:49
  Speaker 2: of respect for them, and you know, some of them
• 56:52
  Speaker 2: are in very traditional you know, real estate franchisers, where
• 56:57
  Speaker 2: I'm like, I look at that and go, oh, I know,
• 57:00
  Speaker 2: if I can move the needle there. I feel like
• 57:03
  Speaker 2: I've got a group and a board that are very
• 57:04
  Speaker 2: progressive and open and you know they are embracing it.
• 57:07
  Speaker 2: But yes, we're we need to balance out some more
• 57:10
  Speaker 2: females selling in the business.
• 57:13
  Speaker 1: Wow. All right. My last question, why the fuck is
• 57:17
  Speaker 1: real estates so expensive in Melbourne? Sally O'Connell, What is
• 57:21
  Speaker 1: that about?
• 57:22
  Speaker 2: According we're a value now, Craig, because all the other
• 57:25
  Speaker 2: states have been going up and Melbourne's been on a
• 57:27
  Speaker 2: decline now for really three years, so we're probably at
• 57:32
  Speaker 2: the bottom.
• 57:33
  Speaker 1: We are not, are you? Telling me it's cheaper to
• 57:37
  Speaker 1: buy a house in Sydney.
• 57:40
  Speaker 3: No no, no, no, no, no, no no no.
• 57:44
  Speaker 1: We're deer than w A with deer than South Australia.
• 57:49
  Speaker 2: So what what has actually happened? And there's a bit
• 57:51
  Speaker 2: of nuance to it?
• 57:52
  Speaker 1: But what's actually I hate it when I get corrected.
• 57:57
  Speaker 4: I know you Too's actually the last two years is
• 58:02
  Speaker 4: that Perth like wa has gone up, like their days
• 58:06
  Speaker 4: on market if average days on market at twenty eight,
• 58:08
  Speaker 4: they're at ten, Like it's ridiculous.
• 58:10
  Speaker 2: The demands there and the supply is way out of whack,
• 58:13
  Speaker 2: so their prices have gone up like twenty six percent
• 58:15
  Speaker 2: in the last twelve months.
• 58:16
  Speaker 3: Phenomenal. That's slow like the peak. The rate of the
• 58:20
  Speaker 3: growth has slowed.
• 58:22
  Speaker 2: Brisbane Queensland again gone up you know, I think sort
• 58:25
  Speaker 2: of eighteen percent on average over the over twelve month period.
• 58:29
  Speaker 2: Sydney's been on a decline that started to sort of
• 58:32
  Speaker 2: slow the decline side of slow, and Melbourne's been on
• 58:34
  Speaker 2: quite a rapid decline. So we're still off our peak,
• 58:37
  Speaker 2: which would have been pre post COVID where the market
• 58:40
  Speaker 2: just went nuts. We're probably still five to fifteen percent,
• 58:44
  Speaker 2: depending on which market. You're in off that peak, and
• 58:48
  Speaker 2: if anything, Melbourne has actually been the lagging state.
• 58:50
  Speaker 3: So I guess what I'm saying is that.
• 58:53
  Speaker 2: Investors are now starting to look at Melbourne going Actually
• 58:57
  Speaker 2: Melbourne doesn't look as expensive it used to and the
• 59:00
  Speaker 2: medium dwelling price, so I say, dwelling in Melbourne is
• 59:05
  Speaker 2: actually now below Sydney, Brisbane, Canberra, and I think Adelaide
• 59:11
  Speaker 2: might have even pipped us.
• 59:12
  Speaker 3: Now that's dwelling.
• 59:13
  Speaker 2: When you break it down to houses of detached houses
• 59:17
  Speaker 2: versus apartments, then we're second behind Sydney. That tells you
• 59:21
  Speaker 2: that we've got a lot of apartments compared to the
• 59:23
  Speaker 2: other capital cities, so that you know what I mean
• 59:26
  Speaker 2: by that, Like so Yt anyway, so it's probably good value.
• 59:29
  Speaker 2: That said our state government, we won't get into politics,
• 59:32
  Speaker 2: but they haven't made it very attractive or appealing for.
• 59:35
  Speaker 3: You to buy investment property in Victoria.
• 59:37
  Speaker 2: So a lot of that money is going into state
• 59:39
  Speaker 2: because why would you hear at the moment there's not
• 59:41
  Speaker 2: a lot of incentive for you.
• 59:43
  Speaker 1: And I say, is it patronizing that I say, I'm
• 59:46
  Speaker 1: so proud of you, You're so fucking smart.
• 59:49
  Speaker 3: Oh, I'm proud of you, I.
• 59:53
  Speaker 1: Like, honestly, that seventeen year old bloody triathlete. I listen
• 59:57
  Speaker 1: to you now and I'm like, jeepers, who's this woman?
• 1:00:01
  Speaker 1: Who's this?
• 1:00:03
  Speaker 2: No, I'm just going to say though I've followed you,
• 1:00:05
  Speaker 2: and I'll say it again. You don't probably realize it,
• 1:00:10
  Speaker 2: but you had a real impact on my early years
• 1:00:13
  Speaker 2: and I'll.
• 1:00:14
  Speaker 3: Never forget that.
• 1:00:15
  Speaker 2: And I've followed you, and I think what you've been
• 1:00:17
  Speaker 2: able to create with your books and your podcasts and
• 1:00:20
  Speaker 2: your corporate speaking and which is really you're playing to
• 1:00:24
  Speaker 2: your strengths ultimately, because I mean, at the end of
• 1:00:26
  Speaker 2: the day, you're always a great entertainer for all of us.
• 1:00:32
  Speaker 1: I just wanted a job that didn't where I could
• 1:00:34
  Speaker 1: just basically be a fuckward in front of people and
• 1:00:37
  Speaker 1: somehow get paid.
• 1:00:41
  Speaker 4: It's unbelievable that you've been able to curate that hundred.
• 1:00:46
  Speaker 1: It's that that's exactly right, And you know, it's like
• 1:00:49
  Speaker 1: I felt like I haven't actually had a job for
• 1:00:52
  Speaker 1: thirty years. Hey, I don't know if you want anyone
• 1:00:55
  Speaker 1: to follow you anywhere, but do you want to be
• 1:00:57
  Speaker 1: do you have any social media or anything or a
• 1:00:59
  Speaker 1: peaceeople want to connect with you.
• 1:01:02
  Speaker 2: That you know abbat Crombie's, so we're you know, we're
• 1:01:06
  Speaker 2: passionate about looking after people.
• 1:01:08
  Speaker 3: So yeah, you can find me there.
• 1:01:09
  Speaker 2: I've got an Instagram which is not huge, in LinkedIn,
• 1:01:12
  Speaker 2: but LinkedIn is probably good for me.
• 1:01:14
  Speaker 3: All right, thank you.
• 1:01:16
  Speaker 1: How many podcasts have you done? Is this number one?
• 1:01:18
  Speaker 1: Is this your debut?
• 1:01:20
  Speaker 2: I've done a couple within the industry, so very real estate. Yeah,
• 1:01:25
  Speaker 2: but no, this has been this has been my most
• 1:01:27
  Speaker 2: enjoyable by far.
• 1:01:31
  Speaker 3: And yeah, it's just nice to be able to connect
• 1:01:33
  Speaker 3: with you and have a have a chat. Really, so
• 1:01:36
  Speaker 3: thank you.
• 1:01:38
  Speaker 1: Well we'll say goodbye affair, but Sally O'Connell, good job
• 1:01:41
  Speaker 1: you you did so good. I think we're going to
• 1:01:44
  Speaker 1: get you back and we'll pay you exactly the same fee.
• 1:01:47
  Speaker 1: So you're welcome. You're welcome.
• 1:01:49
  Speaker 3: Thanks, Thanks Greg,