Ringing Dad for Petrol Money to #2 Agent in Australia - Michael Clarke #87

Michael Clarke's first sale was a $160,000 studio, and he offered to hand the commission to a senior agent just to be taught how it was done. Eighteen months in he was ringing his father for petrol money. He had just been ranked the number two agent in Australia when this was recorded.

Michael Clarke joined McGrath just before his 25th birthday with no real estate experience. He now runs an agency on Sydney's northern beaches with his wife Cherie, an architect by training who is the CEO of the business.

What you will learn:

- Why he says the earliest you will see a sign of anything you do today is twelve weeks later

- What hard work actually means to him, and why it has very little to do with hours

- The listing he lost his composure over, and the gap between stimulus and response that came out of it

- How he coaches the analytical agent and the charismatic one in completely opposite directions

- The one thing he says has to change to go from $3 million in fees to $6 million

Chapters

00:00 There is never one thing, which is exactly why it is hard to copy

04:33 The first eighteen months, and calling his dad for petrol money

07:42 Six teachers in the family, and a $160,000 first sale

11:33 Implementation over learning, and the open home that changed him

15:08 Working with your partner, and two completely different skill sets

18:18 What hard work actually means, and why it is not the hours

22:07 Believing talent would carry him, until it stopped

26:03 Stimulus, response, and the gap in between

29:33 Coaching the analytical agent and the charismatic one differently

32:54 Finding each agent's area of genius

37:33 Why he has never poached an agent

40:38 A 1989 Magna, and scrambling for change for the meter

43:59 Walk with me, and the one hour sales meeting

Michael Clarke built a database that brings the listings to him. Property should work the same way.

Most properties only make money if the market does. The ones that pay for themselves from the day you settle are bought differently, and it comes down to four points.

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General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.