We Are Selling with Lee Woodward
We Are Selling is a weekly podcast about real estate, business and tackling life's challenges. Hosted by renowned real estate industry coach, Lee Woodward, learn from experts in their field and maximise your life.
We Are Selling with Lee Woodward
A Young Agent Proves That Process, Prospecting, And Mentors Can Beat Experience with Gus Camden
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We chart the rise of a 23-year-old sales agent, Gus Camden, from cadet to market leader, showing how mentors, structure, and a door-to-data plan generated 63 sales and a $1.2m year. Practical scripts, fee defence, and a listing toolkit reveal how to win trust without discounting.
• early prospecting habits and tight farm selection
• daily structure for connects and appraisals
• mentorship from John McGrath on mindset and patterns
• lessons from Matt Steinwede on traditional prospecting
• territory metrics, price bands, and stock constraints
• door knocking to data capture to quarterly rotations
• communication cadence with calls, texts, and DL drops
• handwritten cards, reports, and neighbour outreach
• A3 case studies and listing presentation flow
• storytelling to demonstrate invisible work and value
• fee objection handling and justification scripts
• team lanes, vendor WhatsApp, and daily updates
• Sunday opens and buyer pipeline conversion
• goals for 90 sales and scaling buyer work
Hosted by Lee Woodward Training Systems
Brought to you by The Complete Salesperson Course & Super Coaching Program
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Hello and welcome back to the podcast We Are Selling. My name's Lee Woodward, your coach and host, and the author of the Complete Salesperson course. A very famous real estate group is McGrath Central Coast. Many incredible agents have been built from there, many of them you know internationally for our people listening overseas, with the Matt Steinways, the Jamie Woodcocks, and many of the great agents that have come through the ranks. And one of the great things about the group is the development of young talent. From cadet to leverage agent to standing on your own, and then building that effective business unit or the team seems to be the success of the entire group. And today we have a great interview as we take you on that agent journey. Gus Camden is joining us. Gus, welcome aboard. Thank you so much, Lee. Thank you for having me. Honored to be here. First podcast I've been on. So looking forward to it. And it's surreal when you listen to the podcast to suddenly be here.
SPEAKER_01:Absolutely.
SPEAKER_00:Mate, take us into your journey. You've had an amazing run with the McGrath group. You started off as a leverage agent, worked with the very famous Alan Bowler, and Alan became one of the shareholders in the group. But take us from the beginning. How did you get started?
SPEAKER_01:Clee first got started straight out of school when I was 17. So literally sitting my HSE out of school, I was getting changed into a suit. And then from that point onwards, I was set a task, and that task was gus. You had to do anywhere from 200 to 220 uh attempts a day, and that was then leading into 100 connects. And that was just every single day for pretty well 12 months.
SPEAKER_00:What did you learn from that part?
SPEAKER_01:I learned that it's really comes down to a lot of listing. And I feel like that was embedded from day one with me, and that probably helped me the most in terms of business today that I've learned long term, that prospecting I feel is the biggest thing of our business.
SPEAKER_00:Now we're gonna go on your journey, but I love to do the beginning and the end. Where are you now? What what have you achieved where you are today? So I can take us back through this mentoring journey of how it's all come together.
SPEAKER_01:Gratefully, Lee, I've just finished the calendar year, obviously being in January now. We've just finished the last calendar year. I I finished on 63 sales last year. I'm 23 years old. I've just been able to build a team of three, um, which, you know, uh has has helped with the success today, and certainly as well. Having the team has has helped with what we've been able to do. And we've just finished up over 1.2 million.
SPEAKER_00:Absolutely amazing. And when we look at that journey, most people don't leave school and get into real estate. They had a mid-life crisis, lose a big job somewhere, and someone says, Oh, real estate will take you. Absolutely. And as you know, the original host of this particular program, when it was named Real Estate Hot Topics, was John McGraw. You've been very fortunate that you've been working with John directly. John's been mentoring you. What have you learned from John?
SPEAKER_01:The biggest fear that I had, Lee, when getting into real estate, and I think as a young person was probably along the lines of I didn't feel that anyone young could could make it in terms of success because a lot of our competitors are always so much older, and especially to this day, they're a lot older. I feel like from John, John built that mentality into me that anything is possible if you put your mind to it. And it's about learning and practice. And I feel like for me, that probably helped, you know, John Toastmasters, things like that, which would which allowed me to become, I feel, a better speaker, to be able to suit in between audiences that were older. It definitely helped me a lot. But John really showed me that, you know, it's your mentality that really blocks you with a lot of things.
SPEAKER_00:John has an amazing way of connecting with people. Doesn't matter who it is, he's quite a chameleon. I've I was 27 years of age as director of sales for John. And down at McGrath there in Edgecliff, you'd meet all different types of people coming through that place. And John was still auctioneering, but I loved his ability to adapt to he could be speaking to the Packer family, or he could be auctioning for someone who was right down on their luck, but he had this incredible chameleon style. And for everyone who's listened to John's voice over the years, probably one of the best pausing, talking, professional voices in a soothing way. And I say that because his tonality and pace, and I've listened to his voice a thousand times because I do the edits on the audio, are absolutely amazing. And that tone and tempo, I see it in you because you you're very good at the coachable moment. Tell me what I need to say, what I need to do. What else did you learn from John? The main things that I've pointed up is creating a plan.
SPEAKER_01:Structure daily. I I feel like John taught me a lot in terms of an agent. When I was first went out on my only, a big part of everything was I feel like I was everywhere. And I think as an agent, it's quite easy for us to take the call, take the buyer call, do whatever. And John had to create a daily structure with me. And that I feel like today, to go through the daily structure that I was able to create with him was 9 to 11 non-negotiably every single day. That's my prospecting time. That's my 30 connects, and that hasn't changed. Only the only difference that's changed is the number of connects. So, in relation to that as well, my afternoons is spent in listing presentations, market appraisals. And I feel like that was never embedded to me from the start. And that's something that John helped me a lot with was structure. Because again, I feel like a lot of agents and myself just ran.
SPEAKER_00:This is such a good coachable moment. If you're going to have no plan to your week, everyone's at you, you lose so much time because you're not protecting time. One thing John's taught you there is there's patterns to a week. So in the mornings, this is what it looks like. In the afternoons, that's what it looks like. In a great week, it looks like this. When I was with John, John had to run the company as well as list and sell real estate. So he would only present Tuesday, Wednesday, Thursdays. But on those days, suited up, shoes were clean, the appointments were all set, he didn't come back to the office, and he had that routine. But he was one of the first people to book the appointment, find the name. So I've got a 215, a 415, a 615. I'm going to stay on the road, read my notes, be on top of my game. So when I get in front of the person, you know, when we talk about attract, engage, commit, that engagement piece was so good. Now you're not short of mentor help. Uh just around the corner from you and with you all the time is the one and only Matt Steinwade. And Matt's not available but took an interest in you. Him and I were speaking about you not so long ago because we'd just done Ultimate Agent when we went back into the studio. What is it you've observed from Matt's style? And to have him as one of your directors is goal, but his interest in you is that you actually execute and do it, whereas a lot of people they want the info, but they don't do the activation of it. Take take us into your time with Matt.
SPEAKER_01:Matt is one of the best people that I've met, but also one of the people that, again, won't take no for an answer. And I feel like I've learned that a lot, especially in business and spend, especially in what we do so much, prospecting. I learned from Matt pretty quickly that I feel like after the second or third or fourth time when calling around an area, and you'd start to see people, you know, saying, Gus, I'm so sick of you ringing me. Please stop. I I learned from Matt that there's different ways to start to have those conversations after the fourth, fifth, tenth, twelfth time claiming doors. So I feel like as well, the one thing that I've observed from Matt as well is, well, the one thing that I've learned so much from Matt is creating a prospecting plan. You've got to know when you're going into an area. And for me, going into an area in one particular one of my patches, we had 8% market share. Gratefully, today I'm the number one agent within that area, but I feel like that I don't want to use the word luck because it certainly I had to create a plan and certainly go at that plan. Matt's phenomenal at marketing in terms of letters, and still to this day, I try and look for wow moments. And Matt is one, like, you know, the lemon story. I'm I'm I'm sure that people have heard about that lemon story, but it's been told multiple times. I think I try and always make sure if someone brings something up, whether that's, you know, kids needing help with schooling options and things like that, go above and beyond because people remember that.
SPEAKER_00:Do you know it's interesting? A lot of people who haven't worked with Matt or know Matt wouldn't know that Matt's quite traditional. And when we did the original Matt Steinweight system, he got you to follow that same sequence. Whereas a lot of people saying, I can do it digital, I can do it this. Take us into the prospecting plan that you've laid out to clean the doors.
SPEAKER_01:That's what I love about Matt. It's the basics. So for me, I outlined every single street within my patch. And basically every single day I print off from the top to bottom and I just put a line through them to be able to know when I go through my streets. But at the start, when I was going into that area, I outlined the best of thousand homes. And Matt, I remember, sat in front of me and crossed every single line through what I was trying to say. I had 3,000, 4,000 homes. And he said, it's not serviceable. You need to break it down to a smaller area to become a household name to then expand that into other areas. And it's literally what has happened to this day, but it's all been such a great learning curve as well. And that area is Coolie Wong? Cooliewong, Tascot, and Point Clair. Beautiful. What's the average sale price in that area, just for our international listener? Yeah, we're looking at about a million dollars, a million and eighty thousand. And what does that get you? Uh 22,000. The type of property that you get for a million dollars? The type of property is your four-bedroom, single level. If you're going two stories, you're sitting up towards that 1.2, 1.3 plus. Something with a water view uh around Tascot area, you're looking north of 1.5 to 2 million. And then any waterfronts around my area, we've just finished a transacted one for 3.97. So there's a there's a bit of a mix between my areas, which I love, but again, very limited stock in all particular areas. So 464 homes in Coolywoman. We've got 747 in Tascot and 1,561 in Point Clair. And across those areas, again, there's not a lot of turnover.
SPEAKER_00:So this is really good that, especially for our younger listeners, about taking the time to get the foundations right. And Matt's big on his foundations. It's the train tracks, it's how you get to the next part. So you went in, thousand, claim those doors, pick the ones that they're going to be. What was the sequence of communication from that point? It was rotating between my lists.
SPEAKER_01:So previously, before today, I I'd love to say I would love to prospect all day, but that's not doable. And I find as well, once you start to get busy, you need to be doing appointments. That's how we went business. But at the start, I was really 50 to 60 connects minimum while doing some appraisals of an afternoon. But mainly it was generating the business and owning my time. If someone still calls me today a lot of the time and says, Gus, I need to be there at 9 a.m. I I will say, look, unfortunately, I've got an appointment. I pretend like well, I don't pretend, but my listing, I pretend that I have a$5 million waterfront between 9 and 11 every single day. If someone tries to move that, you got you got really no chance. So the process of that was rinsing and repeating, going from the top to bottom on those streets and then going straight back to the top. And I'm normally rotating that every three months. They're getting heard from, you know, whatever that might be.
SPEAKER_00:And what are the communication tools? Uh what's visual, what's a drop, what's a door?
SPEAKER_01:What are you using? So door knocking at the start, non-negotiably, needed to be in front of people. It was the quickest and best way that I felt that people actually knew who you were. Over the phone, I would say, hi, it's Gus Cameron from McGrath. They go, Who is this? So door knocking, I did three rounds of door knocking to until I felt that people knew who I was getting the data. Once I had the data, it's a lot more calling today. Marketing, any just listeds, just solds, every single property. We'll have a hundred immediately around the house with text messages and a call around every time we list something. And then to follow that as well. Marketing DL cards, we have 2,000 a month generic cards, and every sold property gets another 2,000 on top of that as well.
SPEAKER_00:Absolutely brilliant. Clarity there, and then just repeat it and repeat it and repeat it. Absolutely. Yeah. What did you when did you notice the breaking point? Coming through as a leverage agent to senior agents, it can look easy. Yep. And then suddenly you are now on your own. When you first went out on your own, because Alan retired, uh, who was the Coolie Wong dude. So that was well, you must have been smiling and happy as the farewell of see you, Alan. So Alan went off to do his thing, which is beautiful that you got to stay within that area, and obviously under the McGraw brand. Once you've got that communication piece, let's go into the nurturing now. You've got the data, you've sent them, they know who you are. What do you try and do in your conversations each week to keep that love alive? That if they are ever going to do anything, you'd be the person they call.
SPEAKER_01:It depends on the person. The first few calls that you speak with someone lee, you need to be understanding of who you're actually dealing with. You don't want to be a robot where you're just calling and say, hi Lee, Gus Cameron from Agrave, you had any thoughts in selling? Because after a while, they're going to go, This bloke is an idiot. I've told him a thousand times. No. So I find that's why it's so important to actually understanding someone when you're on the door or whatever that might be, to understand what they do as a job, what that, you know, what the future plans look like for them. What's their wife's name? What's their interest? So then when you're calling them after so many times, you're not actually calling them to say, Hi, Lee, have you had any thoughts in selling? It's highly, how's the dogs been in terms of, you know, have you been walking around the air? It's just a general chit-chat talk, just to know that they know that you're still there. So it's more of a personal conversation. Today, my 30 Kinects was literally, hi Lee, Gus Ken from Agras. I know you've said you've had no interest in wanting to sell. I just want to wish you a happy new year. And for the year ahead, if you need any real estate advice, call me anytime.
SPEAKER_00:Love it. And um, I was on a podcast, I think it was last week or the week before, so everyone would have heard it. But that great question of Gus, tell me what's your next property gonna look like? And next is never about date or time or because if you say a winny you're moving, that's a time frame thing. Whereas I live in this house here in Point Frederick that you're in today, and all the kids have moved out, the kids have had kids, so it's gonna be sold one day. But I know what the next property looks like, if that makes sense. But there's no timeline in there, we don't need anything that big. And I just urge our listeners to so what's your next property gonna be? And it's amazing how people say, My next one is gonna be, and they can get quite defined about that, and it doesn't matter when it is because dates off the table now, but if they can explain it, it's amazing how people get stimulated next thing they're ringing you back saying, hey Gus, if we were to look at it, I'm not saying we are, and you've been able to move that needle. So I think it's you are a great example of warming up the data and from door to data to send outs. What what are the send outs? You got the just source of just sold going out. Are you doing the original Matt Steinwade report?
SPEAKER_01:I am. And also one thing while I was thinking of that a moment ago as well: thank you cards. Non-negotiably, every single connect that we spoke to, thank you card in the letterbox. That handwritten card is still to this day one of the best responses I get, no matter what. Um, in returns of the quarterly reports, Matt Steinweight report, you know, in what's known. I do more of a quarterly report, which is exactly what Team Steinweight do. They go above and beyond. I'm not in a market where I find that, you know, a nice gloss book is is the the demographic for me. Um but again, you know, quarterly reports are massively and yearly reports, they're just not as wow as Team Steinweight because their market is a lot uh more premium, I would say, Lee, than than my market.
SPEAKER_00:And it's about timing, isn't it? Yeah. Whereas I remember when I first started working with Matt, everything he was selling was like 199 grand. And it was on the market for six months or 12 months because nobody wanted it. I've just got back from Byron. My first time training in Byron for Chris Hanley, all I did was price reduction training. Whereas today, everything's gone up three million and it goes so fast. So everything's about timing, but the area you're in will go through that transition. Take us into your best lessons, and I'll give this question some context. At 23 years of age, they are enormous numbers you are doing.
SPEAKER_01:Thanks, Lei.
SPEAKER_00:And you're now leading two others. Tell us about the two on the team.
SPEAKER_01:Amity and Sophie, both amazing. Sophie's been with me for a year and a half now, and it was one of the best decisions that I made employing Sophie. I was really scared. Again, I didn't have anything to lose at the time in terms of mortgages and things like that. But I feel I was really worried that could I cover her expense? And to this day, that was one thing that I feel accelerated hugely. So Sophie's role within the team is now my buyer's agency's just progressed from an admin CSM role. So again, Sophie's doing a phenomenal job, but being able to work a lot more closely with people within our community as well to help a lot more owners as well, that when we're listing properties, it's more, you know, we're we're we're on the ball. And I find services become a huge thing, is why Embody's role has been so important. So things like our WhatsApp group chats, um, every single owner gets a WhatsApp group chat created. And there's constant updates in there. You know, we're a Tuesday today, we know the process, every owner gets a vendor report today, uh, followed by the realestate.com insights, the domain insights, the social media insights to be able to do that as well. So the girls' role in the team, everyone's clear with their lanes with knowing what to do. I find that that's something again from Matt, um, Jamie, John, creating lanes to know where the team is. Because I find I notice a lot of agents, you know, I not not bagging that, but I notice people don't un don't outline what roles people are actually doing. I find that's been a huge help to our team that everyone gets in every day, there's no confusion, everyone knows what's going on.
SPEAKER_00:Yeah, and John would have taught you that about the raving fans, that that return business when someone's had a great experience. All fees aren't an issue now because but it but it was you and it was the way you did it and how it all came about. Take us into this listing world. Actually, today you've just come from a a difficult presentation. The house fires came through your area, and it was a very small batch of houses that got um affected. But again, you you're going out, you've got land looking over water, which is stunning. But for owners going through that sort of situation, very difficult. But in a standard listing presentation, what's your structure? What's your format?
SPEAKER_01:Format Lee, it's listing presentations was something that I I practiced numerously. I I knew that I kept hearing John always when speaking in seminars or whatever that might be, he'd always question people, what's your listing presentation out of 10? And I find that the most common answer that I would hear from a crowd would be a six out of 10. Now I find that that's 60% of your business that you're being able to achieve. So my process with a listing presentation when booking it, straight after that, they're getting a handwritten card, box of cookies, um, a text message to confirm the appointment. The morning of, they're getting a confirmation call as well. We're attaching a proposal. Now, in my proposal, it's quite, in my listing presentation, it's quite detailed. I have a number of things when going out to my listing presentation. I picture myself and I heard John say this one time, um, not in this exact context, but it was, he compared it to a builder. A builder wouldn't turn up to a job site without his toolbox. So I find for me, I might take everything, but I may not use everything. And I find that it's always been very helpful. So again, my my listing presentation is quite detailed, but I find people spend more time asking more questions when they're buying a car. And I want to make sure as well that when they're selling their largest asset for a lot of the time, they know exactly what they're getting themselves into in terms of marketing, commissions, all that sort of stuff as well. And what's some of the tools in the toolbox? Tools in the toolbox. If I look at that, I've got again, I take a clipboard with all notes on that clipboard as well to be able to go through the property in detail. I have a case study sheet between all our properties in terms of what they've been able to spend in terms of marketing. I also look at uh again, all our insights compared as an agency as well against others. So again, genuine statistics, my days on market compared to other agents within my area, sale prices, recent sales, there's a list of different things uh Amongst that, but I find the case study, I have an A3 booklet that I got from Trevor Hamilton. And it's, you know, probably one thing that you've created with him, Leif. But uh it's been an amazing, amazing asset because it's very visual in a listing presentation. And the reason it's A3 size as well is it's great because I find a lot of the time they'll engage with that a lot more, and that'll just outline for every single property, days on market, price guide, sale price, and it's all the information there for them.
SPEAKER_00:Absolutely amazing. One thing I love about doing this podcast is how everything gets played down the line. So, you know, even myself, I I come in at as a young age, met John and got that opportunity to do that. And then John meets Matt, Matt and Jamie, they become the first offers. Playing it down the line, all these things get played down the line in a different way. So when John first brought out the pre-listing kits, they were stunning documents. The world went digital, but McGrath's actually stayed with that still that recipe in Matt's pre-listing kit that we show at the course at the moment with the sold stories with no dates is stunning. And for all our listeners, uh people love a story. And on this particular property, this is what happened. But I think one mistake that we see out there, Gus, is agents say, Oh, yeah, we sold that, it was easy. Versus that technique of, yeah, we sold that one, but uh great result, but bit of a fake read. Oh, what do you mean? Well, behind the scenes, this happened, and we had to boost the marketing to attract the right person. The build room port didn't go as favourable as we thought, but we held it together and it went through. And for everyone listening, if it's easy, why am I paying you so much money? Versus when you're storyboarding and you're bringing out the A3 stories, people can actually get that connection that I need you to guide me on this. I'm gonna pass it over to you and stay out of your way. Versus, oh, you're whacking on the net, we get offers and you get paid. And let's discuss fees because I've been offered lower fees. I love that saying, the future belongs to the prepared and nothing real can be threatened. And when you're showing that work, you're actually showing your commitment to the work versus I'm cheek, sign the agreement and let's just go. What have you learned about fees? And you've got some big competitors around you there who do some strange offerings. What have you done to combat that?
SPEAKER_01:You've got to have a plan. You and I dealt with it firsthand. You're buying a property, and I remember walking in the room and I did not want to ask you at the time. I was like, I'm gonna do this. Lee's buying a house.
SPEAKER_00:This is a good story. I'll give some context. There's a townhouse for sale at the end of the street. We bought it, and we didn't get to go through it until after the agreed price. And then it was the pre-settlement inspection. And I said to Rob, are you gonna come? She goes, No, no, you go. So I popped down, I rocked in, and the place is empty. You can take over from here. What happened?
SPEAKER_01:I walked in, I said, Lee, I've got a situation at the moment. I still remember it. 32 Melaluca Crescent in Tascot, Toby and Jackie Nissan's place. I walked in, I was going up against another agent that had sold the property to them. They had offered them a much more significant lower fee. And I said, Lee, what do I do? And I find as well that plan has still stayed the same in so many ways today. And I find it's about the buyer doesn't, the owner doesn't pay for your fee, the buyer does. And that was one thing that you said to me in that moment that Gus, you worded it and it was great. And the wording along that was you need, you need owners to be able to understand that. Because like you've just pointed out, if we're all these agents, oh, I'm number one, I've sold this, I've sold that. When you're walking in there and you're charging more, they're going, why is this bloke earning so much money if the other agent's 0.5% difference? So one thing as well that I've been able to learn from that is being able to break down. Now that's where bio workers come into play with fees. Now I want to pivot from that as well because I feel my bio work has helped me to understand how other agents negotiate to be able to get evidence and case study. Now, when I'm speaking with owners to factor that in, and for that particular example, I was at they were at 1.5%, I was at my fair 2.2%. Now, when I worked through that with them. And they bought it from that person.
SPEAKER_00:They bought it from that agent. So it was an existing client for them, yet you're coming in secondhand to the guy who's sold it to us, and he's going to be cheaper.
SPEAKER_01:Absolutely. Absolutely. So I find as well, that's what I had to break down to them and let them know that look, at the end of the day, you don't sign the contract unless you're happy with the price. So right now I understand the other agents at 1.5%, but right now, I've, you know, giving case studies, talking about the experiences and everything else as well to be able to help us get that across the line. And that was a huge difference with being able to break that down as well, with being able to generate our fair 2.2%.
SPEAKER_00:Coachable moment. And for everyone, it doesn't matter who you are, and I've said this on this program so many times, you can't read the label from inside the jar. Yeah. So that day that you reached out to say, what can I say? Because you've gone as far as you can with what you know. Yeah. And just for our listener, the approach and strategy was to firstly, the owner's not looking for a cheaper fee. They're looking for justification of why they're okay to engage Gus. And that's there's such a difference in that. If someone just wants something cheap, that's very different to give me more information because I really like you, Gus, which is exactly. And I remember saying to you on the day, tell me what they said. And you mentioned what they said, and I said, Yeah, no, you remember the chance of this one because if it was about the dollars, they wouldn't even be telling you. Yeah. And John was great at this. People say to John, you know, someone's offered me 1.5%, would you match it? And John would say, Thanks for bringing this up. You must be very close to making a decision to going ahead with McGrath. Do you mind if I ask why you haven't appointed them? Which is a really interesting question. If someone's saying to you, this other deal's so good, why would they be telling you? They would have signed the agreement and the call you'd be getting is, hey Gus, thanks very much, but we've gone with 1.5. But that that was the standout was the fact that they she kept coming back to you, and it's not about money, it's about justification. If every one of our listeners can take that one point that, you know, any objection is a sign for more interest. And then gave Gus some words and he went back and delivered it, which was beautiful. Then I got a text at 11 o'clock at night saying you got it, which is wonderful. But the whole strategy was to go back to the lady, and what was her name? Jackie. Jackie, I can appreciate you feeling that way, and that may seem like a really good deal, but you don't actually pay me. I do all the work. If I don't get a result you're happy with, you wouldn't pay me. But if I get a result you're ecstatic with, my fees actually paid from the settlement of the funds of the future owner. When when that comes in, your solicitor will pay marketing, the agency, and so forth. So let me go out to the marketplace and get the future owner to settle these accounts for a price that you're going to be happy with. That gives them the justification of okay, so I have a a way through the thinking now, and everyone is looking for some sort of way to justify it. But I remember that moment for you, and that's that coachable moment of okay, I've found another way forward. And look at your progression from that day, and that would be a year ago. Yeah. Must be over a year ago. A year and a half or so ago now. That every time you go into a listing presentation now, you've got that little progression on board. And that's why learning's so important.
SPEAKER_01:Yeah. And I think that's been something importantly. Like, if I look back in the last 12 months in terms of our listing presentation, again, like that was that was really important to be able to finish the year. We went into 69 listing presentations and we were able to achieve 63 of those. That's amazing.
SPEAKER_00:Gus, what are you passionate about now? Like you've done well, lead generation under control, lead conversion, observation of you. You did so much effort in the structure that you're actually a calmer presenter now. It's a little bit more, it's like me coming on podcasting. I don't ever get nervous because the more you do something, it's just you're repeating it all the time. So you can have that calmness. But you did have to do the work early to get the calmness. The customer experience, the bend or management. What do you feel you've done really well or what could you share with our listener that's working there for you?
SPEAKER_01:It's service. Every owner's hearing from me daily. Open homes, Saturdays and Sundays, open homes. Like for me, I feel the Sundays are perfect. I don't have any wife and kids. So I find that I want to take advantage of a day that people do work on a Saturday. So I do find that you do see a lot of people coming back for second inspections on a Sunday. In terms of vendor management that I'm noticing right now as well, is again, I've got to structure with that as well. I know that every single day, once they're on the market, they're hearing from me daily. And that's a commitment I want to be able to make to them to make them feel confident. And even if we've had a listing that doesn't have any inquiry, the conversation may be, hey Lee, just wanted to let you know in the last 24 hours haven't received any inquiry. It's crazy to find that when you're saying that five days in a row, the sixth day, it's Gus, we've been thinking. And then they open up about something. But I think with a lot of agents, they can get a little bit afraid. I do not like when people call me in terms of owners. I would rather be an outgoing person when I'm calling people. I don't want them to be calling me.
SPEAKER_00:Absolutely amazing. So, Gus, what's something you're passionate about that you want to do in 2026 to further progress where you are now?
SPEAKER_01:Lee, I would like to do 90 sales this year. That would be that's our goal for the for the year ahead. It's on record. So I hope in 12 months' time I can stand here and we can talk about that as well. But I find for me right now, again, it's the same process, rinsing and repeating. Again, fine-tuning a few things as well. And now we've got the third team member that's just come on with us in the last 30 days. So I'm excited to see how that progresses as well with Amity starting. So if you're progressing into a buyer's role, I find there's a lot more missed opportunity within buyers that people don't realise. You know, if we're averaging, say, 500 buyers met a month, there's minimum 80 local buyers, and we should at least be listing at least four to six out of those 80. You know, I understand that sometimes there's people that have already on the market or they're renting, whatever that may be, but um I think we've worked out the logistics that there's at least four to six people that we don't know.
SPEAKER_00:Gus Camden, great interview. Thank you for joining us on the program, and we look forward to getting you back on the program for progress where you're going. But 23 years of age, building a team, got your team, and absolute great example for the McGrath brand and for John and Matt, if you're listening, congratulations on playing it down the line. Thank you for joining us. Thanks, Lei.