00:00:00: People think you step in a management role and this gets quieter.

00:00:02: I've definitely got busier.

00:00:04: Did i tell you it would be twenty four seven non-stop or did i make out how was going to easier?

00:00:09: Twenty Four Seven Non Stop Dude, just making sure You knew what were walking into I'm Just

00:00:12: Making Sure You Knew What Were Walking Into Because I don't Think We Like The People.

00:00:21: Robert English How Are Ya Could

00:00:22: You?

00:00:23: Very Good Thank You Mate Pleasure To Have You Here.

00:00:26: Um...I want to start first of all because..you've done something quite different ..You joined us about eighteen months ago.

00:00:32: You're a broker and then moved into management role, which first of all can be daunting.

00:00:37: And secondly we often find that good brokers don't always mean they are going to be great managers.

00:00:41: What's the biggest difference you've seen?

00:00:43: stepping out with that broker role?

00:00:45: Now where every single day your focusing on helping other brokers

00:00:49: I think for me.

00:00:50: so i was in management within sales back in UK.

00:00:53: So my plan coming through the buy-was-always To get Back Into Management Within Real Estate was always to learn the job, learned in industry and then eventually step back into management role.

00:01:05: So I knew even when i got off that plane first day in Dubai getting back into leadership is where it wanted me be.

00:01:10: um... And ultimately so spent this five years as a broker thinking okay what do we need if i were director?

00:01:20: What would i do differently than what im sort of seeing now at my current company?

00:01:24: yeah..so how did i feel valued as a broker, what sort of training?

00:01:29: What support that?

00:01:31: would I do differently if I was to have the team at my own.

00:01:36: Yeah.

00:01:37: they're going to make more commission, which means more revenue and more profit etc.

00:01:46: Exactly let's have the battle!

00:01:48: And this is a thing.

00:01:49: it's not saying that every other company does it wrong.

00:01:50: we take the good bits of what they can do as well.

00:01:52: We just try and tailor it To what?

00:01:54: We want to achieve here at waiting call.

00:01:56: okay So we moved into that role.

00:01:58: how've you found out?

00:02:00: don't tend to start with.

00:02:01: I'll be completely honest.

00:02:02: i think we all know What fears are had stepping in through it in terms Of straight into that public speaking and then company.

00:02:09: three hundred As opposed for growing up their business like Neil and poppy.

00:02:13: but listen, you've got to stretch your comfort zones and... You don't get better without doing something that you don't like doing.

00:02:18: So yeah absolutely it was daunting.

00:02:20: but yeah

00:02:21: And this is the thing for anyone out there who doesn't know.

00:02:23: Like think about.

00:02:24: I might seem like i can do a public speech at any time But when I opened The Company There were ten people!

00:02:28: Then It went moved To twenty then it Was one hundred.

00:02:30: then so on whereas Rob as came right into the business At y'know..I Think When You joined We Were About Five Hundred Staff.

00:02:37: And sometimes Rob, even right now he gets thrown in the deep end having to hold full company meetings.

00:02:43: He's not had that period where he has got to warm up it and you're just kind of sink or swim which by the way are doing an amazing job at.

00:02:51: but for anyone out there if your joining a business its already getting pretty established You will have to learn that away.

00:02:57: It is same with a broker If you go into good team then you'll have to sink or swim.

00:03:02: So Rob Right Now If you look at our business, we generate more leads than anyone else.

00:03:07: We sell more property then everyone else and also to sell more on transaction value that anyone else.

00:03:13: And finally I would say that we've got one of the best and strongest teams in Dubai.

00:03:18: What do we do differently from everyone?

00:03:20: Else

00:03:21: think the for me The biggest thing is the training support.

00:03:24: so i think if with the Leeds in terms what we did differently we talk about preempting the next quarter, the next six months.

00:03:32: So as we go into let's say a season in terms of like Christmas will talk about January February very early October November something that I do with my teams would look at its front load on the stock to make sure they're when We are in those periods there.

00:03:45: That were absolutely maximum.

00:03:47: so we try and sort of preempt The pipeline before it even comes or not?

00:03:52: On the back foot rules on the front foot.

00:03:54: And then in terms getting the buy-in for sort of split deals, ultimately this is a numbers game.

00:04:03: The more deals you do ,the more commissioning are going to make.

00:04:05: so rather than trying to gate keep one buyer or one particular seller Ultimately if you split the deal You run into the next one and it's just that that rinse repeat rinse repeat.

00:04:15: So that's what I would say Is there difference with buying?

00:04:17: And get them to work collectively and collaborate which is something we've had A big focus on since i started.

00:04:23: business was collaboration within the team because ultimately That's gonna bring revenue For everybody.

00:04:27: I always

00:04:28: remember, and it was really good when you joined the business.

00:04:30: You had your last month's payslip which you pulled up in front of everyone to say look how much money... No i'm joking!

00:04:36: ...you pulled up on every one saying like Look at my deals here!

00:04:39: Out of-I think there were six deals.

00:04:41: five of them have been split with other agents that are old agency And It is said if you went through a career trying only do deal yourself the amount of money you'd earn compared to doing split deals would have been a minute amount, and I think a lot of brokers took from that day.

00:04:58: And still now it's probably something we should for the newer brokerers who joined us...something we should circle back too because i think so many brokers in brokerages try do this themselves when really one of our strengths is our size as a brokerage.

00:05:14: what some other non-negotiable behaviors across the highest performing brokers in the business.

00:05:19: The work rate, it's straightened with the work rate... ...the fact that they're working seven days a week and for me being two ways of working you've got reactive or proactive.

00:05:32: And if you switch off especially when your first twelve months are high-performing this industry everybody should be reactive.

00:05:39: If not reactive then you're doing the wrong job but every top broker is proactive.

00:05:46: There's a big difference between answering a property finder call or a bailout call.

00:05:49: We should be doing that as anyway, That is the base shot of the joke.

00:05:52: but for example you're speaking to yourself your networking You'll Find an outbound business.

00:05:59: past six seven eight o'clock.

00:06:01: everybody should be active when that lead comes in.

00:06:02: that's a non-negotiable Anyway.

00:06:04: But The highest performers they bringing me at nine thirty can he turn their music down?

00:06:09: Can you turn the music up there still in the office?

00:06:12: They are proactive.

00:06:13: past six o' clock.

00:06:15: They're proactive.

00:06:15: Friday, Saturday Sunday they are.

00:06:18: it's then on the negotiable.

00:06:18: so for me.

00:06:19: The work rate is there.

00:06:20: It's the biggest difference.

00:06:21: yeah and Do you think what rates something that we can teach?

00:06:25: or do you think?

00:06:25: That has to come from them.

00:06:27: I think that circles back too about mentioned earlier.

00:06:28: in terms of The buying of the broker i think For me You can teach someone a skill set In any industry What you can't teachers the attitude.

00:06:36: So if you get their attitude right And you get the buy-in Of what their goals are, what they're long term plan is.

00:06:44: What the why?

00:06:44: Is then ultimately as a leader you can play on that and you can motivate them in that way which for me it's... You can teach us skills but we can't teach the attitude.

00:06:54: Yeah absolutely you could teach your skill set not the attitude.

00:06:56: Now your team since she went under the Adoria It's not blown.

00:07:01: smoke up your arse like no matter how many times we have brokers come through to us.

00:07:03: I don't know what i'd do without Rob.

00:07:06: Do you think that because you're still in your infancy as a manager, right now I see every single day.

00:07:12: You are pulled pillar to post with these brokers and do fantastic job but love it too?

00:07:17: Yeah!

00:07:18: Do you thing will slow down when you continue being the manager or there is just level of care?

00:07:23: what's the feeling behind this?

00:07:26: So for me those two parts...I actually loved what i did..in terms of sales , negotiation part I get to now be involved in thirty-four negotiations every single day, as opposed to let's say ten a month.

00:07:39: So i'm actually doing more of what I enjoy

00:07:41: because a broker only sees the ten deals they're doing whereas you see forty brokers fifty brokers all working on ten deals

00:07:47: correct?

00:07:48: so that for me That's the part that I love and also have achieved my goals.

00:07:52: Have the opportunities that the bias created from either holidays.

00:07:55: everything else comes with it?

00:07:56: So we are seeing brokers achieve their goals.

00:07:58: the watched cars The house...that is the rewarding part.

00:08:02: Yeah,

00:08:02: interestingly enough off the back of what you said.

00:08:04: You said that sometimes brokers they only deal with ten deals a month where as you deal With every broker and your team giving you ten twenty deals A month which means it?

00:08:13: Your experience in closing deals is far larger than any broker in The companies.

00:08:18: So it's very, very important.

00:08:20: the brokers go to you for help.

00:08:21: Would you agree?

00:08:21: Yeah would You agree?

00:08:22: one of the biggest flaws brokers have is that they try To be a hero and trying do all themselves.

00:08:26: One hundred percent even me five years in as a broker will still go tomorrow.

00:08:30: manager This is what I've got on.

00:08:32: this Is where i'm going to because ultimately if someone has got five ten years And then my five years That's two heads better than one Two heads

00:08:39: Better Than One.

00:08:39: sometimes They don't need A full change In What Their Doing.

00:08:41: Sometimes Just Need Another Eye To Look At.

00:08:44: Fine okay Okay What does the competition between brokers look like?

00:08:49: Does it actually help drive performance or can't become unhealthy inside of a company.

00:08:54: I think it drives performance, if you've got right people with the right buy-in.

00:08:59: we have all backed ourselves enough to upstakes move to do this out at country.

00:09:03: every single person is competitive driven.

00:09:06: i think its stems from recruitment side.

00:09:08: things that get go.

00:09:09: If didn't back yourself and didn't like competition you probably would never have gotten that plane to move to Dubai.

00:09:14: So I think everybody is driven competitive and it's, i think its a good thing.

00:09:18: because if you see somebody doing well okay but what are they different from me?

00:09:21: And alot of the time They're not doing something different than just doing something more.

00:09:25: or timing in market Yeah yeah.

00:09:26: Or their work rate Okay If they can achieve it then definitely achieve It.

00:09:31: Most of the times we easily seen how either better someone or where they going wrong The good things about this job Is very easy to jump into someones Pipeline go what's missing and then go right here.

00:09:42: What you need to do with so many brokers over complicated And they look for it must be the area.

00:09:48: It must Be The market, I must be this company a must-be.

00:09:50: my manager Must be everything else.

00:09:51: when really?

00:09:52: It's not hard job is just hard work.

00:09:55: What you call as reputation for being intense and having A high performance culture.

00:10:00: would You first of all say that's fair.

00:10:02: and Then what does High Performance actually mean inside the business?

00:10:06: one hundred percent fair think we.

00:10:08: From what I know with friends over the industry is that we are high performers.

00:10:12: We for us, one point two million hundred thousand dirhams a month... That's the

00:10:18: minimum.

00:10:18: and again from a leadership perspective Is i don't want one point to million different brokers?

00:10:23: I want to make three four five million.

00:10:25: How can I take that broker to the next level?

00:10:27: um And What does it mean within the businesses?

00:10:32: For example there's this I see all the time when I sort of wake up in the morning.

00:10:35: so those brokers in there They're all tagging each other on stories at eleven o'clock at night, last one in the office.

00:10:40: First one where's someone?

00:10:41: so... Where are you?

00:10:42: And I think it just drives that competition and gets the buy-in.

00:10:48: if somebody else is doing it why can't i achieve it?

00:10:50: It just strives everybody to be better.

00:10:53: every aspect of life whether thats work personal life gym whatever looks like its just drives people to be a better genuinely not necessarily just at work.

00:11:06: Here's one for you.

00:11:06: What's harder, taking someone from zero to a hundred thousand pound per year or taken someone from a hundred-thousand to five hundred thousand pounds a year?

00:11:15: Personally I think taking that book... Taking the book form a hundred thousands to five hundreds of thousands because again You can teach The skill set which will take them too.

00:11:22: A hundred thousand Pounds a Year.

00:11:23: where.. A lot people in this industry a Hundred Thousand Pound a Year give then what they wanted when They first thought about going into Dubai In terms if they get their nice apartment and got Their nice house ,they could go on Nice Holidays.

00:11:34: It is Then I think trying to motivate them too.

00:11:38: take the next level get their

00:11:39: goalposts To move and go.

00:11:40: hey you can do better than this because

00:11:42: some people get complacent.

00:11:43: They they'd get the life that The pressure of being on that plane home back to the UK is.

00:11:47: it's gone.

00:11:48: You your cars pay for your rents paid For.

00:11:51: so then, again tapping into there why?

00:11:53: in terms Of what motivates?

00:11:55: What would you need from me?

00:11:56: cuz they know how to Do the job.

00:11:57: but then what did they need From me to take them to the next Level In terms of motivation training support i think also a broker that's doing one hundred thousand pounds per year, they know what to do in terms of the job.

00:12:09: So yeah so thats completely very different sort.

00:12:11: training and support for Broker A that is twelve weeks into their jobs.

00:12:17: See I'm asking a question that Paul has asked Neil.

00:12:20: would you rather have high performer this tough-to-manage or an average performer?

00:12:25: but every single thing he say let me just give ya caveat on it because some companies will have definitions about how high performers are average for us?

00:12:33: One point two million High performer, we're going to say entry level into associate director.

00:12:37: three million.

00:12:38: So would rather have the three million but they're tougher at manage.

00:12:41: or We'd rather Have The one point two and They do everything you see.

00:12:45: For me I Would Rather About a One Point Two Million during broker because i'm thinking again longevity of the job.

00:12:51: what deals there involved with With their colleagues?

00:12:54: yeah split the split deals across the business Is gonna far outweigh that?

00:12:58: One point eight million during deficit if they're not working as the team.

00:13:01: If You've got poison within the Team That To me

00:13:04: it's crazy.

00:13:05: that first place your mind goes is about thinking about splits with the team.

00:13:09: What are they bringing to?

00:13:10: The rest of the business not just what that person is building.

00:13:12: That's really interesting.

00:13:13: It's a first time I've heard someone flip on that way which just shows again why collaboration and Working as a team has been adopted by you're teams.

00:13:22: so well because its first thing pops to your head.

00:13:24: You know something going like oh, well three million be easier that we were thinking yeah But what can i get across the team with these people, which is insane.

00:13:32: It's lovely to see that as culture actually a competitive advantage.

00:13:37: or Is it just the word companies use when they don't want to talk about numbers?

00:13:40: One hundred percent of this like again if you're just all About the buy in the drive over there every single broker creates that culture.

00:13:49: so for me The cultures massive.

00:13:51: If You have got People That Don't Want To Be In That Office They don't Want to Pick up the phone They're not Gonna do it.

00:13:56: if You get the Buy-In From the Get Go from the Culture People want to spend more time at work, people are happy.

00:14:01: People have a good time with it.

00:14:03: guess what they're gonna do?

00:14:05: Yeah Rob you did something in the business across the conflict period which I want you to explain but essentially You were running call-outs once a day and then we moved into twice today where you were taking teams of people between sort of twenty people and forty people Essentially through to our boardroom.

00:14:23: And there all.

00:14:24: I'll leave it with you, but essentially on the phone's calling out.

00:14:27: What was first of all... The reason for that?

00:14:29: and then what is outcome we found from doing this?

00:14:32: The

00:14:34: reason behind it ultimately to service the leads come through.

00:14:41: because We saw in Covid there were so much money in Dubai.

00:14:45: There are so many investors who will jump onto market.

00:14:49: No one in my career turned around saying they really wish i bought in March.

00:14:52: They talk about the COVID period as a whole, twenty-twenty.

00:14:57: Twenty one they don't talk about necessarily now their entry point in terms of the month that they bought.

00:15:02: so It's it's jumping on the opportunity That's in front of you rather than waiting for the market to bounce back.

00:15:08: So what were?

00:15:09: You guys weren't essentially going in.

00:15:10: there is a group and would it be you'd had A few bit of hot stock that you would then call out buyers And say hey we've got these as a one unit Is at three units.

00:15:17: how was it?

00:15:18: and Then where are you gonna buy teams?

00:15:20: Where're you going by price point?

00:15:21: How did that look?

00:15:23: We identified probably what was the hottest unit from the business perspective, not just one team or one area.

00:15:29: So you could have brokers from The Business Bay calling out on a piece of Marina stock because for me realistically... ...the client that used to speak to never buys their first property.

00:15:40: they see on property fundability call.

00:15:41: we then pivot them onto What They Want.

00:15:43: cause when the portal's called-we don't know what That Client wants and we qualify Find Them What They want.

00:15:49: so an outbound You just effectively finding outbound leads.

00:15:53: Yeah, and no Rob I'm not looking at buying that property.

00:15:55: Okay Well what is it you are looking for?

00:15:56: It's all about the hook.

00:15:58: get them on the conversation And then you pivot them onto What they do want to buy more than or what They don't want to by.

00:16:03: and Then from a sellers perspective.

00:16:04: so we did one.

00:16:05: We did the buyer callout and then with this stock called okay So we're calling up for stock.

00:16:09: We're gonna find those sellers.

00:16:10: That ultimately our distress.

00:16:12: and there The opportunities that were going To put forward to the buyers who Do wanna take advantage of the market.

00:16:18: that seller's not panicking about selling, they're the people who are going to be buying hot stock you've just picked up.

00:16:25: So again it was just one hundred percent.

00:16:27: so we were pivoting them the buyer or the seller of whichever way they wanted to be.

00:16:31: Yeah

00:16:31: see essentially a team calling out for buyers.

00:16:36: if the buyer said oh listen I'm not interested in this one.

00:16:39: okay Are You Interested In Anything Else?

00:16:41: First of all We Were Picking Up Buyers Across The Business and then separately.

00:16:44: we also called sellers.

00:16:46: If We Found A Distressed Seller Then Pitching It To The Buyer Or if they weren't distressed, we were saying oh you seem to believe in Dubai.

00:16:52: Have you thought about any other opportunities?

00:16:53: and then we'd pitch them on another stock we've got?

00:16:55: Correct And did have much luck with that.

00:16:57: Yes

00:16:57: So I think it was the first two or three weeks.

00:16:59: We had thirty five deals off the back of it.

00:17:02: We're letting the brokers know this success that we're getting at.

00:17:05: That's

00:17:06: why you were getting more and more people going in because it's moved from The boardroom to the training room, yeah another places in office Because people are gone.

00:17:13: I want to get involved.

00:17:14: even a one-point walked into there One day And remember?

00:17:15: We had three of the associate directors just standing in There with other brokers who are brand new and other brokers that are You Know not on the same level and they were Just on the phones doing exact Same thing which is.

00:17:24: It's really good to see him again.

00:17:26: There was just a little nugget On what we did during the conflict, which wasn't sitting around saying all of worlds falling apart.

00:17:32: It was us on the phones making things happen.

00:17:36: Our most realistic brokerage is genuinely trying to develop people or are they just recruiting enough people and hoping a few succeed?

00:17:43: I think lot of people recruit and see what works.

00:17:48: Again i think it goes back to that question about earlier in terms with training support.

00:17:54: Use the conflict as a perfect example.

00:17:56: We went into the new market.

00:17:57: we've got every single broker in the room.

00:17:59: new training.

00:18:01: What do you what?

00:18:01: Do you need from us?

00:18:03: It's not a case of we're gonna make loads and money But would you need for me to get you through this all the time?

00:18:07: yep, because ninety percent at the brokers that we've Got our brand-new brokers to this market.

00:18:12: Yeah They have not worked on

00:18:12: how I'm selling it

00:18:14: so he was pulling them back in their training.

00:18:16: The support cuz negotiation now is very different toward look like three months ago I

00:18:21: agree.

00:18:22: And the thing was, we're very lucky in aspect that quite a few are.

00:18:24: management had been through down market or flatmarket... ...I only ever worked on a market which is on its way down.

00:18:30: so.. We have those skills and no one's fault because you can't change time.

00:18:35: but A lot of managers at other companies never had these skills.

00:18:38: They become manager during this period.

00:18:40: they've never brokered In the down-period and i know everyone could say like oh yeah there markets cycles everywhere in world.

00:18:47: Dubai has different kettle fish You know, it's not the same as anywhere else.

00:18:52: Our content makes business look effortless.

00:18:54: when you see White &

00:18:55: Co.'s

00:18:55: Instagram and then working with White & Cone all that sort of stuff What does audience never get to see?

00:19:03: I think they get pretty much most of it.

00:19:04: To be honest i think your very transparent in terms of their content.

00:19:09: The brokers love talking about Why & Co.

00:19:14: They can't say what rate goes behind closed doors I talk about.

00:19:21: yes, other people will look at the certain Instagram stories in The Late Nights but just this sheer amount of work that Berwick was putting.

00:19:30: Rob as i said already at the start moved into a management role and it's never easy...I know that as well.

00:19:35: um what has been the toughest challenge you've faced since joining White Inco?

00:19:42: Putting on my own training for negotiations coming up with from this very start, the content delivery pitch tone everything about creating that training session across The business different teams.

00:19:57: It's okay doing it in front of my team because I speak to them all day every day.

00:20:00: But then you've got associate directors and other teams there

00:20:04: might not integrate with use much or deal With you as much?

00:20:06: And it's like they're coming in their new.

00:20:08: I know what it's Like.

00:20:09: You know thinking oh What was he gonna teach me is any good and your just think about.

00:20:13: but i wasn't a couple.

00:20:15: those trainings As you know Me and Neil both came in sat-in, just the pressure wasn't enough but they were brilliant.

00:20:20: But yeah anything else.

00:20:22: any other challenges that you found from taking that step?

00:20:24: I'm not looking for more and more challenges out there... Just something like we make it seem easy where we are.. You're someone who's come in a different perspective you know broker to manager Yeah!

00:20:35: And theres alot of changes.

00:20:37: The thing i didn't expect as much was again from the relentlessness of the broker is work after sort six o'clock because I genuinely love the negotiation side of it.

00:20:48: It doesn't faze me, but again obviously how managed myself before as a broker now doing a team with fifty pluses?

00:20:57: there's lot to do.

00:20:59: People think you step in management role and this gets quieter.

00:21:02: I've definitely got busier.

00:21:04: Reminds me cos'you'll remember that?

00:21:05: so when we first met did i tell you would be twenty four seven non-stop or make out was gonna easier.

00:21:15: I'm just

00:21:16: making sure you knew what your walking into because i don't think we like the people.

00:21:18: but, You know that management team and poppy have both said this too.

00:21:23: Like We Know What Standard We Play At And What Level We Play at?

00:21:27: And I Think That's Very Important.

00:21:28: Um... What Is The Most Common Way?

00:21:31: Brokers Let Clients Down.

00:21:33: How Do We Make Sure We Don'T?

00:21:36: I Think It'S The Responsiveness.

00:21:38: I Think Sometimes A Broker Will Either forget get too busy not have an update.

00:21:44: I don't know about a lot of you in that last-minute viewing so they've Not had chance to find certain products.

00:21:49: You sometimes just go back to them and just say there is no day or this as the update.

00:21:53: It's just for me.

00:21:55: The follow up it's the most important thing Is because that's what ultimately people buy into?

00:22:00: People respect who was a human thee.

00:22:02: They understand things Happen all get busy, whatever that looks like his the default with the client.

00:22:09: So I would say and isn't it?

00:22:10: no news is usually bad news.

00:22:11: And that's where when people try to buy property, It's scary for them.

00:22:18: What's a what?

00:22:19: A bet That you think in the market.

00:22:24: The people will only understand in three years.

00:22:26: so it can be about waiting.

00:22:27: quote Can we have out of the way?

00:22:28: do you see real estate?

00:22:29: it can Be whatever bit.

00:22:30: imagine me look back at this podcast Three years from now and it's like oh Rob said that on a podcast.

00:22:35: He knew that was gonna happen.

00:22:36: What something that you See happening in the Market changing, developing processes whatever you think.

00:22:43: I think the growth of Dubai in terms of population will snowball once we get a lot these new communities that are going to be very futuristic compared to rest of the world.

00:22:55: people will flood Dubai because for me pre-conception was it's in the Middle East.

00:23:00: We've been through Covid and financial crisis and conflict And still come out even stronger.

00:23:10: People will flood to Dubai, especially as there's more of these communities.

00:23:13: These futuristic water communities gaff wards with the forest like.

00:23:18: I just think people are gonna float because There's nowhere else in the world where you've got all of these futuristic Communities not just towers but full-blown communities.

00:23:27: You ever miss being

00:23:27: a blocker?

00:23:28: No

00:23:29: When your eventually done with all this?

00:23:31: what do you want people to see waiting coasted for?

00:23:35: What did one coach time fall?

00:23:38: be in there for the broker Because I genuinely believe coming in obviously came into.

00:23:43: it's all about the broker.

00:23:44: I speak to an experienced broker, The first thing that comes is all about a broker.

00:23:48: We as directors kind of come second.

00:23:49: It's what does the broker need?

00:23:52: So i think That we generally do care about the Broker from our leadership standpoint.

00:23:58: Rob whats the biggest misconception people have About weight and core About why were successful?

00:24:06: I don't think brokers companies believe We're actually doing what we're doing in terms of the revenue, that driver.

00:24:14: The brokers are training their support.

00:24:16: I don't think people actually believe it.

00:24:18: Why would they not leave?

00:24:20: It's because if there looking from outside and it might disarm What They're Doing In Terms Of What They Could Be Doing Better And It's Dampening Like I Said Just On What They Are Doing What More Could They Be Doing That They're Not Doing?

00:24:37: The biggest point is when we opened, We had to look at all these other companies on day one and go well.

00:24:41: We need to be like them.

00:24:43: And then I kept doing it keep doing.

00:24:44: that were inspired by the don't get me wrong Did i want?

00:24:46: To come in.

00:24:47: take the title absolutely but for years and years have been inspired Like Neil on his podcast with may said a very clearly like we never reinvented the wheel.

00:24:55: We've just done exact same.

00:24:56: as always companies would unbutton faster within more efficiently made him or about the broker And they pay really Well and will look after people.

00:25:05: So really these guys should be turning around and meeting instead of, you know saying oh don't believe what you see they should say if we can do it same as we tell a broker.

00:25:13: Like think about that.

00:25:14: A brokers in our office complaining like how come Callum Can Do That?

00:25:17: We Should Be Turning Around If Callum Could Do That.

00:25:18: so could You!

00:25:20: But yeah its an interesting one And... Do you Think Most Underperforming Brokers Lack Skill Or Did They Just Not Work Hard Enough?

00:25:28: I just dont' think they work hard enough For me, we spoke about this earlier but this job is not necessarily hard.

00:25:34: It's a bad repetition and as managers can very easily identify where that's going wrong.

00:25:40: so for me it's to convey about calls listings viewings offers deals.

00:25:45: if you need more of one okay just reverse engineer do more off the other.

00:25:49: yeah If your getting loads of One But Not Enough The Other There Is A Gap In The Middle.

00:25:54: That's Where You Need Straightening The Support your leader, you need the leadership team to be able to identify.

00:26:00: that's where I step in.

00:26:01: And then thing is we sometimes people as brokers they go oh well... You guys don't get it like for example i've been a CEO now and not done a deal in six years but YOU come from a year-and-a half ago?

00:26:11: Yeah!

00:26:12: It was the same when I was a broker.

00:26:15: how have being able create so many fantastic brokers?

00:26:18: because we know what were talking about.

00:26:20: Here are things which might be beaten by companies with managers.

00:26:25: You can still go to your manager for help.

00:26:26: This podcast isn't about shitting on other companies, it's actually just saying like some of you guys out there... ...you need to just quote your manager and listen what they say and do it because we had a meeting recently with our top performers under associate directors And one of the cleanest things that was said by almost all them The toughest thing in this job forget-the-calls Forget everything else.

00:26:43: Consistency.

00:26:44: Yep Do have any tips on how brokers could be more consistent?

00:26:48: I think its' about discipline.

00:26:50: It's for me, I did the same thing every single day.

00:26:53: Every single day for five years in terms of what my morning routine and what that structure looked like And i didn't just step off... ...I didn't go on a tangent if someone wanted me to do it in the morning.

00:27:03: That took me off my routine.. ..and I knew that If I'd done enough or something then I'm gonna get better and eventually its going to work.

00:27:10: So Its Just The Discipline & Consistency.

00:27:13: When you felt Did it have come from motivation?

00:27:16: Or was it discipline?

00:27:17: Motivation comes and goes, nobody's motivated every single day.

00:27:20: You me anybody broker?

00:27:22: Nobody is motivated everyday but if you're consistent in your discipline it's going to work.

00:27:26: It can't not?

00:27:27: Yeah

00:27:28: agreed.

00:27:28: Anyway Rob that was the last question there.

00:27:30: Thankyou so much.

00:27:31: I genuinely really appreciate it.

00:27:33: It's brilliant to see what u've done with a team And as i said already The teams do nothing But sing ur praises.

00:27:39: Hopefully, I see you back on our podcast soon.

00:27:41: This is your first one as well.

00:27:42: everyone that have spoke to it's their First One Neil Poppy you and all the other management.

00:27:48: But don't hide your face away.

00:27:49: alright let Everyone know about All The Great Stuff You're Doing

00:27:52: Thank You.