We Are Selling with Lee Woodward
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We Are Selling with Lee Woodward
175 - Play It Down The Line With Peter Morris
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Peter Morris shares his journey from sales cadet to McGrath shareholder, highlighting the importance of consistency, discipline, and playing it down the line in real estate success.
• Started as a 20-year-old sales cadet with Mat Steinwede, learning the foundations through grunt work
• Worked in Aboriginal art galleries at Uluru, gaining valuable cultural experience before returning to real estate
• Claimed the Ourimbah area by door-knocking consistently for two years, building data methodically
• Transformed his business by introducing Sunday open homes, which created a competitive advantage
• Uses a VIP launch strategy before taking properties fully to market to establish realistic price expectations
• Emphasises the critical importance of language choices when communicating with clients and training team members
• Currently generates approximately $1.35 million in GCI with a team of four people
• Future goals include growing the team and having team members financially invested in the business
• Believes buyer management is crucial: "That buyer today is your client for life."
• Recently became a McGrath shareholder, fulfilling what once seemed like "an imaginary dream."
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Hello and welcome back to the podcast we Are Selling Today. Our topic is play it down the line. And joining me from McGrath on the Central Coast, home of Matt and Jamie Matt Steinway, known to everyone, is Mr Peter Morris. Peter, welcome to the program. Thank you, lee Pleasure Now, peter, it's quite amazing to have you in the studio and just for our listener. You've been part of the Matt Steinway world right from the beginning. Let's get started with your background. What age did you first start working for Matt? I was just turned 20.
Speaker 2:And what did you do? Sales cadet. So from there, it's just all the grunt work. You know the open home signs, even then the call flute signs, how to put them up, the sold signs, the deliveries, the pre-list kits. The letterbox drops the door, knocking all the starter stuff.
Speaker 1:And being cadet is one of the greatest jobs in the world because you're just running around like a lunatic. Matt's got all these deals going on this dropped off, that picked up that over there. What did you observe by? And back then you're working with Matt, who's only five or six years into his career.
Speaker 2:what did you remember most? There's heaps, but I guess at the time you just think you're doing the job. But as years go by, you created discipline and consistency and just learning how probably easy even though if you do it a lot it's quite hard but how easy it is to basically start real estate.
Speaker 1:Now back. Then you did your time as a cadet, but then you moved out of the area. Where did you go?
Speaker 2:Yeah, well, after four and a half years with Matt, I actually moved, went back to Uluru. So I did a year of Uluru before I met Matt and Jamie so my wife now, but girlfriend at the time we went back out there and thought we'd save money and travel the world, but we had two kids instead, as you would.
Speaker 1:And what did you do out there?
Speaker 2:Well, I went into retail, which was a bit odd, but yeah, I was managing an Aboriginal art gallery and non-Indigenous art gallery as well out there in the resort. So yeah, I fell into Aboriginal art.
Speaker 1:I didn't know that. What did you learn doing that Culture?
Speaker 2:Respect how they see the world, and especially Australia. It shows how, I guess, ignorant I was as a teenager, and probably many of us could be, but learning true Indigenous culture was a maturing and eye-opening experience.
Speaker 1:That's amazing. You then returned back to the Central Coast with your children and now to be wife, and you returned back to McGrath. Now you could work anywhere, but what returned you back to?
Speaker 2:McGrath. I think I was always going to come back to McGrath Actually, I definitely was. There was no way I was going to go for anywhere or anyone else Learning with Matt and Jamie. It was a university degree for real estate. Now people do an online course, but to do that timeframe with them, I just knew. Plus, then you got the John McGraw factor and I got to meet him, obviously because we did become the first franchise on the Central McGrath factor and I got to meet him obviously because we did become the first franchise on the Central Coast at Terrigal. But yeah, it was a no-brainer and real estate has always actually taught me basic concepts. When I was in retail and customer service, that real estate background actually helped me in other industries and vice versa.
Speaker 1:And that's why I called today Play it Down the Line. You know Matt and Jamie with their little office in Terrigal and then obviously, my connection with John doing the Hot Topics program and then Matt doing the Matt Steinway system. You were there the whole time through that and today you've actually become a shareholder in McGrath. So from being this young pup cadet right through, you're now sitting in the boardroom meetings with the McGrath. So from being this young pup cadet right through, you're now sitting in the boardroom meetings with the McGrath group for the Central Coast. Did you ever think that would happen?
Speaker 2:It was always like this imaginary dream. Like you know, someone says I want to be an astronaut and land on the moon. But when it happened, I don't know, it's new, fresh at the moment, so it's still sinking in. But I've got to set new goals.
Speaker 1:Well, let's go back to this middle part. You returned back to the Central Coast. Did you go back into Matt's team or straight out by yourself?
Speaker 2:I actually went into a team, went into with Helen and then with Matt Dawson, after that all in the Edelung office and then had a little stint on my own. I was petrified. I was so comfortable and it is quite amazing in a team there's so many more advantages in a team and I think I got very comfortable with that. Plus there was just more benefits. But then when an opportunity came to look after Arimba where I live, I took it.
Speaker 1:What age were you when you returned back? To come back into sales.
Speaker 2:Well, when I came back, I actually came back in 2016. And I'm trying to think Well, when I went out on my own, I was 36. So when I started as a sole agent, so what was that? So 34, sorry, yeah, so I'm 43 now.
Speaker 1:What an amazing journey. And one thing you've just brought to our listeners' attention which is really important when you're working in a team, you've got a Matt Dawson or a Matt Steinway or all these great people around you. They can make it look easy. And then suddenly, when you went out by yourself, that's like where's all these calls, where's all this heat and rhythm that's around me?
Speaker 2:What did you do then when you hit the cold spot, coming in as an agent, as a solo? Something I probably noticed is the difference when you work in a team you can do the same amount of hours but you don't have that stress about finding listings and sales negotiations, vendor service et cetera. So it's sort of mentally free. But as a sole agent it's full on mentally and physically. But because I probably trained myself or Matt trained me, even from a cadet, I was working six days a week, from day one. I think that helps mentally. You can do the hours, but it was really I work seven days. It's by choice. I have balance in my mornings, but as a sole agent you've got to do everything and I think the goal was to get to a point where I can put on an associate or actually admin. That was my key.
Speaker 1:How interesting that people think, okay, I'm going to go out solo, it's all mine, everything's yours, I can assure you the mailbox drops. Yet there's also this next fear of oh, I can't put someone on because I can't afford it. But you came from a team-based environment. It was played down the line to you. So getting somebody else on, you knew you could play it down the line.
Speaker 2:The team dream was always there, Whether I was going to be in a team and then be able to probably mould into that and be a team player with another agent. I was happy for that. But now I'm doing it myself because that didn't happen in the past, but I'm wanting to do that. I do have Nate with me and I've now got him as basically a part owner of my business. So we want to grow and go to another level.
Speaker 1:So you went out. Arimba came up as an area, which was an opportunity. So you've out. Arimba came up as an area, which was an opportunity. So you've shifted areas too. You were Terrigal Edelong, and these are all 20 minutes apart, which seems like a lot, but it is a lot. They're quite different, completely styles of real estate. When you go over those bridges, Then you've gone over the train tracks and you've gone into a very different area. Take me into the day, one week, one month, one, of landing in a rimbar, your own area, and when it came up you jumped at it, but you went in as a solo. What did you do?
Speaker 2:Door knock for literally two years. It wasn't every day because consistency and discipline. It's hard when eventually you're trying to do everything at once. But I definitely mentally, I sort of punished myself my pretend day off on Thursday. I always called it because you think you're going to have it off, but you don't that. I just door knocked all day. But doing that for two years, just introduce yourself at the beginning but then you're just offering either the suburb reports or CMAs that I used to do back in the day. That was just. I was just offering things. I really wasn't asking too much for the business. Of course it gets into a conversation like that, but the door knocking was big. And then when I started to be able to have a bit of money to sponsor back into the community I do a lot of sponsorships with different sports and even the school. So as soon as I could do that, I did. But consistency with letterbox drops, Mum and I smashed it out every single day or week and month and just yeah, mum was a big help.
Speaker 1:Wow, Didn't know that either, and I'm having a surreal moment here from doing the original Matt Steinway system of Matt talking about saturation and just get to know people and build it up. Been back in the studio with him two weeks ago, 22 years later, him saying the same thing that you've just said. There's definitely a sequence to it. You claim the doors, which is what door knocking is all about. You weren't asking them to sell, just introducing yourself. You're building up those doors. You're building up the data.
Speaker 2:What data did you build up in that timeframe? Well, even now I sort of try to. I find people door knock and sometimes they say I met 20 people and you sort of say, well, did you get any names? No, I'm like what. So you've just done a whole day's worth of work for nothing.
Speaker 2:My minimum requirement was to get their first name, which is very easy to do when you're chatting at the door and you might have even a cold client that says I'm not looking to sell, but at the end of the convo you go look, my name's Peter. Sorry, what was your first name? Lee, Lee, Thank you, Is that spelled L-E-E? It is Perfect. No worries, Lee, I appreciate your time. Have a good one. And then when the thank you card came later, at least I spelled your name correctly. And then I look on RP data, get your surname Back. Then I could do white pages, possibly get your phone number, and then I had a bit of data. So it took a bit of time and that was more like my night time shift from seven till midnight trying to do data entry when you're a sole agent.
Speaker 1:So you've got the data. You were using the CMA drop, that same one Matt was using back in that time.
Speaker 2:Yeah, or the RP data, suburb report. What do you do today? So a lot of it now is whether it's the Just Listed invite, just Solds Open House invites, the VIP Open Homes invites. So it's sort of like just sort of getting the community involved in our process more than anything, of course, asking for if they just want updates, appraisals or thinking of selling, the thinking of selling thing, I know agents can hit it straight away, but I sort of leave that at the end. I don't want to come across that. I'm only there for a listing. I just want to help.
Speaker 1:Pete, we've just spent a good time understanding this background. Where is your business today? What have you achieved over this time, from cadet to now, that's allowed you to have this team-based business that you've got? Where are you today?
Speaker 2:So now I guess, if you're looking at a performance base or GCI, we did 1.35 into last year, so we're trying to improve, because the year before I did 1.32. So it's still on par. I'm not complaining, but we need to double that because my team is myself, Nate, so two agents Louise, who our backbone she does all the magic behind the scenes the admin, the marketing, edits and things like that. And then young Cameron, who's our sales cadet and yeah, he was a mini me, I guess.
Speaker 1:So just for our listener. And in the UK and the US, what's the average sale price of property in the area where you are?
Speaker 2:$17,000. Oh sorry, that's the GCI yeah.
Speaker 1:Yeah, and then the average that's okay, good to know.
Speaker 2:Yeah, but the actual average sale price sort of sits around that $9.50. Sometimes you creep into a mil because you might sell a larger acreage which will get that sort of two mil.
Speaker 1:Yeah, I just wanted you to confirm that, because it's bread and butter real estate. You're not doing things with wharfs, you're not oceanfront, it is a true regional area. What do you think and I'll take you through the steps of the stages in lead generation? Did the door knocking, community connection, done the sponsorship? What else have you done in lead generation that's allowed you to get this sort of consistency?
Speaker 2:I've actually created with the team a process on Local Asian Finder, because they have swarmed the market with their clickbait so you do get inquiries from that, so we have a process to manage that. So it's like a marketing calendar for your letterbox drops, but it's just for that, or open agent or any referral system thing like that, because you shouldn't take that for granted, and so we service that. Look, social media is great. Of course, everyone's doing a bit more there and going with actual companies with real tech and algorithms better than boosting yourself. They're sort of the main ones.
Speaker 2:But having the team, I'm able to do really good open homes and because I do Sunday open homes, that elevates us more helps with the letters, because it's the word Sundays on there, our social media Buyers who see that, they see that massive and if they're thinking of sell, most of them want that. So I find my Sunday open homes changed my career. It's a sacrifice because that is your seventh day and that is your day off, but the reward's more important to me and the family. So, as I said earlier, seven days a week I don't mind.
Speaker 1:So the layering effect happens on that, though, where you start to get the results because people know you're available and you're out there. What was the difference with the Sunday open for you?
Speaker 2:It actually happened in 2019 in a property in Orimba. I remember it very well because 2019 was Royal Commission. The market was going a bit flat, buyers were just waiting, loans were dropping with the affordability and I was getting zeros and ones. It hit 100 days Orimba was over 100 days on market back then and I just asked to do a Sunday with the owner and I had seven groups and it sold and I went. That contradicted everything that people say the length of time on the market. Was it the marketing? All these little things that you could use as a mental excuse?
Speaker 1:Defining moment.
Speaker 2:Yeah, and that then went wow. And I tell people even today I meet more successful people to property on Sunday than any other day of the week.
Speaker 1:So Sunday became the defining moment. What happened then? You've got your breakthrough. Lead generation's kicking in. Take me into lead conversion, one of the hardest things you would have had to learn, because with your time with Matt the incredible Matt Dawson, another incredible agent, paul McGrath you learnt lead generation. You learnt to pound the pavement and also do the CMAs. Take us into learning how to present and get Pete across as the lead agent.
Speaker 2:Even right now I can feel my body sort of get nervous because that was my fear to being a sole agent listing presentations. Fear of the public speaking is always a thing, but for me I just like how do I present to hopefully have the business? That was my fear, but now it's the fun part. I think you sort of unlock how to talk to people in a way that how can I help them to maximize their outcome, their benefits, the positivities, and when there's a negative, how do I fix it? And once you realize all that, it's actually quite fun. So yeah, mastering that listening presentation is great. But using case studies and even talking about stories like a Sunday buyer and how they fell in love but they got to see it on Saturday and Sunday, and how it negotiated and how it created more competition, that helps. But then also after Eric one year, a few years ago, I learned about VIP and so I've implemented VIP launches and that's another changing moment.
Speaker 1:VIP and working that marketplace early is stage marketing. I know at a recent talk that we did for McGrath stepping that out, so the owner understands that difference is a key way of doing it. Do you use any props? Do you use any visuals? What are you doing there?
Speaker 2:I probably take more stuff into listening presentations than most. I've got my whole bag with the laptop and iPad. That's for your tech. That's really to go through recent sales, I guess, to gauge that. But I have a lot of materials, whether it's from social media, stats and case studies, vip case studies. We've got marketing materials so they see what they're actually going to be investing in. But also, what else have I got? Sorry, these are your tools of trade.
Speaker 2:Oh yeah, there's probably about six or seven binder little clips within my folder that I take to every property. Whether I need to use every single one of them or not, that depends on the situation or the conversation. That depends on the situation or the conversation. But our marketing folder, the little booklet that we use. If I don't have that, I say to myself you won't get the listing, because marketing is one of the biggest part of the listing presentation and sometimes when you do the proposal, it's the deal breaker if the price is like whoa. But going through marketing, that changed how I do my listing presentations and again like benefits and what's the reason you want to do that as a vendor that unlocks it.
Speaker 1:So, pete, this is like your marketing menu and you're using the technique of the talking pad and pen. Take us into that, yeah.
Speaker 2:I guess some people might go in and present and just say, yeah, you're on the internet or realestatecom. But I break it down to every element and talk about them, because I wouldn't get an owner to do something I wouldn't do myself or advise mom and dad to do so. Once they see the reasoning, the benefits, sometimes the value or the investment outweighs any concerns that they had.
Speaker 1:What's a good week of presentations for you.
Speaker 2:So, as in how many? Yeah, look, probably a good one would be seven listing presentations a week as an average at the moment it's a little bit quieter at the moment, I guess, but look, we do probably 30 appraisals a month as a minimum. That's what we want to do, and then obviously some of those turn into a listing presentation without you really knowing. But, yeah, 30 appraisals and probably half of those you want listing presentations in.
Speaker 1:And stock on hand what's the right amount of properties for you to be carrying with the team.
Speaker 2:What's the right amount of properties for you to be carrying with the team? Yeah, you need to be at least having 10 to 15 listings at any time. But as I say that, I think now I've only probably got about seven on the books. But August, september is going to be pretty good, so you've got a lot going to drop in August, september.
Speaker 1:That's when they're going to drop, and that was a very famous audio a couple of weeks ago of when will it drop. When will it drop? People look at how much data they've got, but having that predictability of when they're going to drop becomes another technique. Take us into vendor management. This has been your strength, really. Once you get an owner on board, the Peter experience gives you that method of introduction to the next one, where one sale should generate the next five. What have you learned about the vendor management process?
Speaker 2:I think it really starts from the moment you meet them, when you might share a story about the last sale in their street or around the corner and they talk about that scenario. That'll help them if they ever go near that exact same scenario. But even your listing presentation you're talking about how it's going to happen. How was their last experience? When they may have sold? If they've built a home 40 years ago, then you're just basically telling them they've never understood real estate in the world. And I sort of do that for everyone, even friends or family. If I list their property and they say, oh, don't worry about going through it, I go no, no, we're doing this together. We go through the journey and we need to be on the same page. And it's the same with my whole team. They sort of know how I talk to clients. But the best thing is it's all true. There's no makeup like you hear in the industry. It's all just what's actually happened recently. I still won't just talk about something that happened four years ago. There's already new case studies and scenarios that happen every week. So that's a big part of just how to communicate to owners.
Speaker 2:But my process and the team especially from the VIP launch to going live. That moment in there there's a lot of learnings that not only us as agents but the owners have, and we do it together Because if an owner wants a certain price, we can explore that at the beginning and then we might find out we're either right or wrong before you go live. So that alone is a big part of doing it together and not just going live and then the agent two weeks later just hitting the owner down saying no, not enough inspections, no offers, you've got to drop your price, which is probably what some of them do. What about set up to sell? So in prep, so there's always that listing presentation, you do the paperwork, et cetera, or electronic paperwork, and then you have your set to sell meeting. But I do, you'll have a little one, but I have a big one between the VIP launch and going live.
Speaker 1:That's really interesting because you're allowing the marketplace to take some of the heavy lifting. The VIPs can happen. These are our followers. This particular lady here has been looking for six months. She's missed out on three properties. She's only engaging at this level. She thinks the other homes had more volume to them, had more space. So you're actually using VIP to launch is really the price setting moment.
Speaker 2:Oh yeah, that's one benefit. I've actually got 26 benefits to why I do it written them down. But there because sometimes, Because sometimes as an agent you're not there to say your home is or isn't worth something, your job's to find out and then negotiate it, usually up. So it is a journey together because as a homeowner you might have a certain price because you built the home so it's valuable, more so to you than the next guy. So, yeah, it's good to get actual factual market analysis or feedback. You can't beat it. It's not an agent just telling you.
Speaker 1:When we look at playing it down the line. There are so many things and I was there at the beginning when you started and to see you do what you've done today, yet still always in a team-based business. You didn't make that error of I'm going to go and open my own shop. You and Matt are the same with that. That's the worst thing on the world you could do. You're professional real estate people. You don't mind being part of the group, but to do your own little standalone thing is not you. You are from the brand and it's amazing to see the similarities between yourself and Matt. Now you're the lead agent. You're the leader of the team. What's your focus with your team members? To play it down the line, for them to learn.
Speaker 2:I guess, like Nate Nate Waters with me, he's a mini-me, as in. He will talk and act and he even knows how I think now. So it's very easy for us to brainstorm and role play when needed. But, more importantly, at least he and I are saying the same things to clients, whether they're buyers or sellers. It just works.
Speaker 2:And then even my young cadet I don't hold back. I'm not trying to hold back and say, oh, you don't need to learn this, you don't need to learn this. Whether they come or go or something like that, that's always in the back of your mind because you give them too much knowledge and they get excited. But I don't hold back. My background was in training. When I left and moved to Uluru and whatnot, I got into training and training and doing courses on it. So I do love doing that, more so than if someone came and they learnt and left. That's okay, they've still got to do it when they leave. But look, I do just train my team in how I talk so that if they're on the phone to a client when I'm not there, at least they understand probably the language which I probably learnt from people like yourself and others.
Speaker 1:Words are so important. I've actually got a course coming up called the 90-Day Coaching Program, and when I was writing that, I didn't start with prospecting and listing. I've actually started module one as words, because if you hit the phone with the wrong words, if you get into a lounge room with the wrong words, you meet anyone with the wrong words and words have this whole series of feelings and emotions that you know. It's like when we use the words. We need to improve the price versus reduce the price.
Speaker 1:It's one word but it's so simple and I think if people get their languaging right and you were very fortunate to get languaging right early, without even knowing what you were doing there, you were just around someone who was very, very good with words and then you come to the training. But I think going into retail was very important to you as well, because that's face-to-face and in a very different environment. So you've come to respect words and that's what you're playing down the line most now. Because the actions you're either going to do them or you're not. But if you're doing the actions with the wrong words, that's where it all falls apart.
Speaker 2:Yeah, it's funny when you say retail. You know, in retail you walk into a shop and they say, oh, do you need a hand? Are you okay there, can I help you? And usually we all say no, I'm all good, thanks, just looking. But it's that second question. Or asking the same question again, and that's the same when you're door knocking, are you thinking of selling? No, are you sure you're not thinking of selling anytime this year and they go oh, maybe when the kids finish high school, bingo conversation starts.
Speaker 2:So yeah, it is interesting, just communication. But I do, even with the whole office and our team and things. I do talk about language. Even when we're, say, the Monday sales meeting, someone says something, I'll put my hand up and say, hey, try and say it this way. It's just learning from human behavior, body language.
Speaker 2:When you say a word and someone's face cringes, you've said something wrong, even though in your world you've just tried to help them. It's just how you say it. And also just the one word tweak. It's so funny. Like even say I've got to drop the price. I can even say to a certain client we need to make the price more sexy, and they giggle about it. But you don't say that to everyone, they'll be like what? But it works with some people. Right. But improving the price or a price I need to attract more buyers is me saying we need to drop the price or price isn't right. So yeah, just there's ways to soften everything and backing it up with why you're saying that, not just saying we need to do this. There's a reason why, and here's the evidence. That's why activity reports and the daily WhatsApp chats always help, because selling homes with us is very active and live, versus someone just waiting for a Saturday open home and seeing if the agent rings after the open house.
Speaker 1:So WhatsApp's gone right across the country as the preferred method of vendor communication. You've got quite a traditional owner and some senior owners in that area. How did they adapt to the WhatsApp?
Speaker 2:Yeah, it's funny at first and then if you get a bit of a weird thing on the news with oh China, like it's weird how people think, oh, we're just selling a house here, but I basically set it up for them, that's probably the biggest thing, Even if I think maybe they aren't tech savvy. I'll just ask Even at the end of the listing presentation, it's a bit of a close as well when you're talking about how we communicate in WhatsApp, a soft close, and yeah, I just sort of set it up for them and have that notification on, which is usually auto. There's probably only you might get a divorce couple that don't want to share the conversation, so one will be on that, but one will be on an SMS. Or, yeah, if you did have someone really like I'm not doing it, which is rare now yeah, it'll be just SMS group chats.
Speaker 1:Perfect Buyer management. What's your plate down the line here? What have you learned that?
Speaker 2:changes your career. If you do it well, not only with the prospecting, lead gen, door knocking and et cetera. In that first two years you might only have two listings for the month. You got heaps of time to talk to buyers. Servicing buyers is the key to business in three to five years and I think too many people think the buyer today will be nothing tomorrow.
Speaker 2:That buyer today is your client for life and it is amazing when you do get a call, even if it is only two years later due to sad circumstances, that they ring you based on your buyer work and I only had that this week where they'd been looking for over six months. They bought and they said we've met every agent around. We're not even going to call any other agents, pete, we want you to list our property. That is the biggest compliment I think you can ever have in real estate. Apart from saying, oh, you did a good job selling my house and great price that buyer service. I tell my team that, helping a buyer, they will probably tell more people about you than the seller who sold with you Because a buyer in their journey. They might not sell for five years, but along the way they're telling everyone you should give Pete Morris a call. He really helped us and that's huge.
Speaker 1:Pete, an absolute incredible story from cadet to shareholder. And you know, there was a photo that I saw I don't know, it must have been a month ago of the opening of the new Maitland office in the most stunning building, and I saw you there and Matt Dawson was there as well, and I'm thinking that's like an hour and a half from you guys. What are you doing at the opening? And yes, it's one of the group openings, but I didn't know you were becoming a shareholder and it suddenly just happened. So congratulations on that. My final question for you what's, peter Morris, passionate about for the future with the real estate team you've created in the group that you've now invested in? What excites you for the?
Speaker 2:future in the group that you've now invested in. What excites you for the future? To be a super team? I want to be bigger. We want to provide more service and help more people. Growth is always on my mind, constantly, whenever something goes wrong, how do we make it better next time? Not harp on why it went wrong, just what we'll do better For me. Yeah, it's a team of four, but we want to be bigger within the office. I want to be an office size, really within an office. I see the future of real estate being dominated by teams versus being a sole agent, and we all start somewhere. But I think becoming shareholder now that was a huge dream. I probably didn't. It was a fantasy, really. But now my new dream is focusing on the team, building the team with my team and actually basically one day having them financially invested within my team and getting those rewards back financially as well. That's sort of my goal at the moment.
Speaker 1:What do you see when you look at when I came in to do that talk, it must have been four weeks ago. I'm sitting there watching the end of month and everyone's figures come up and the winner of the month is Mr Matt's team, steinway, with 830,000 in fees for the month. I'm standing in the room and I'm going oh my God, here we are in regional Australia. That is massive numbers. What do you see when you see that?
Speaker 2:Well, I'm happy to be number two or three, but I think I remember some company did some promo saying number two, always looking to improve something like that.
Speaker 2:We always work harder. Yeah, just things like that resonate. And Team Steinway, that's what we're going to be one day. But it is amazing to have such I don't know a benchmark and leadership like that. Yes, there's benchmarks all around the country, but in your own house it's something to admire and everyone, even in the network if you did get close to their GCI for the month or you maybe beat it like one or two have it's like the biggest buzz, like for people to say, wow, you beat Team Steinway. Yeah, and Team Steinway would pat everyone on the back for that too. But yeah, it's good to have that, because if you are I guess if you are number one in your own network, it is a bit hard to be pushed to the limits. And how do you unlock growth when you think you're already there?
Speaker 1:Well, Peter Morris, an absolute pleasure to do your interview, from seeing you grow up in front of my eyes. And then I was only meeting with Jamie Woodcock the other week and he shared the news and I said, wow, because I'd mentioned you, because I was about to do the Matt Steinway Ultimate Real Estate Success Program, which was amazing as well. You were mentioned in that. But congratulations and thank you for appearing on. We Are Selling, thank you so much, Lee. This is a huge honour, thank you.