In this episode, I share insights from my "Coach the Coach" program, teaching you how to guide your team effectively by understanding three key elements: what they want, why they want it, and the plan to achieve it. By focusing on trust, accountability, and structured coaching, you’ll not only help your team grow but also strengthen retention and connection. I also dive into the importance of tracking key metrics like appraisals, pipeline, stock, buyers, and marketing activities to ensure consistent performance. Let’s make coaching a game-changer for your business!

Welcome to the Michael Murray Podcast, where I’m all about keeping real estate simple and effective. Today, I’m sharing insights on the fundamentals of growth—mastering the basics through focused practice. You've probably heard it takes 10,000 hours to become a master, and that’s true for real estate too. I’ll walk you through my “90 by 4” framework, which breaks down core skills like prospecting, buyer management, vendor relations, and negotiation into 90-day cycles. This way, you can help your team build the habits they need for lasting success.

Over the years, I've been to countless seminars and training sessions, and I’ve come across this idea of how to win a grand final. Picture a pyramid. At the base, we have fundamentals. Now, think about your business. Are the people in it equipped with the right talent, skills, and those core fundamentals?So, when you look at the "How to Win a Grand Final Pyramid," it starts with fundamentals, moves through talent and strategy, and finishes with flair and culture. Just like in sports, when you combine these elements with a high-performance framework, you can win in your market.

Today, I’m sharing a great tip for both business owners and agents hiring their first team member. I’ve always believed in hiring a "Swiss Army Knife"—someone versatile who knows how to handle everything, from admin to talking with vendors and buyers. These individuals often grow into operational managers, helping you run the business seamlessly. In my experience, hiring internally from roles like reception or sales support leads to the best team managers. They understand the business inside and out, making them invaluable.

In this episode of the Michael Murray Podcast, I highlight the key to business growth: growing your people. Whether you’re a player-coach, leading by example, or a captain-coach focused on leadership, intentional growth is crucial.Set 90-day goals, track progress, and make check-ins part of your routine. I also discuss the challenges of hiring managers—leadership can’t be delegated without scale. Understand what your team wants, help them grow, and watch your business thrive.

In this episode, I tackle a key question for every business owner: "What business do you want?" Whether you're aiming for a principal-led EBU or a team of EBUs with sales agents, getting clear on your vision is essential. I break down the pros and cons of different business structures and emphasise the importance of intentional design.I also highlight a common mistake—focusing on the wrong areas of growth—and explain how regular check-ins and having the right mentor can keep you on track. Ready to take the next step? Visit mmhp.com.au or connect with me on social media.

In this episode, I explore the challenges real estate businesses are facing today, including a shortage of strong leadership, tighter margins, and rising costs. Many successful agents stay in sales because it’s lucrative, but the skills that make a great agent don’t always translate to effective management or business ownership. I discuss how this dynamic impacts the industry and why it’s crucial to make informed decisions in this demanding environment.If you’d like to discuss your own business scenario, feel free to reach out. Check out Michael Murray High Performance Coach on social media for more insights—links are in the show notes.

In this episode of the Michael Murray podcast, we're looking into how to create a high-performance framework for your real estate business. I’ll walk you through the seven essential elements: talent, strategy, execution, accountability, support system, coaching, and culture. I believe that finding and nurturing the right talent is crucial, as is having a solid strategy and executing it effectively. Accountability is key, and having a strong support system can make all the difference. I also emphasise the importance of coaching and creating a positive culture that reflects your leadership. These elements together help build a high-performing business.

Welcome back to the Michael Murray podcast. In this new series on leadership and management, I draw from my extensive background in the industry. Before coaching, I worked with McGrath, Australia's largest residential real estate agency, overseeing 27 offices and 148 lead agents, some with teams as large as ten.My experience spans various roles, including agent, manager, principal, coach, and executive, providing me with a unique perspective. I'll share insights to help you grow your business, whether you're a solo agent, a small office, or managing multiple teams.

In this episode of the Michael Murray podcast, Michael outlines a 12-month business plan for real estate agents. Key points include focusing on Gross Commission Income (GCI), setting realistic sales targets, and maintaining consistent monthly performance. Michael emphasises the importance of physical health, a balanced lifestyle, and regular breaks to prevent burnout. For marketing, he suggests a mix of traditional and modern strategies and encourages continuous learning. He also stresses the importance of honouring commitments to client contacts and personal development.

In this episode, Michael Murray discusses the importance of structure in real estate coaching. He emphasises starting with addressing challenges upfront and proposes a simple daily routine for agents, including regular communication with vendors, team meetings, and dedicated prospecting sessions. Michael stresses the need for consistency in prospecting efforts and networking with referrers. He concludes by highlighting the effectiveness of routine repetition for success in real estate. Tune in for more insights and resources on Michael's website and social media platforms.

Welcome to the Michael Murray Podcast | Keeping Real Estate Simple. In today's episode, Michael explores the pivotal importance of marketing within the realm of real estate.Michael discusses the misconception about marketing in real estate, emphasising its role as reinforcement rather than a standalone solution. He explains how understanding your audience and tailoring marketing to their needs can make the process simpler and more effective.In the digital age, local focus remains paramount for real estate agents despite the global reach of marketing strategies. Consistency and integration of marketing into daily routines are essential for sustained success in real estate.Digital presence and testimonials play a crucial role in shaping perceptions and attracting clients in today's competitive market. Michael shares insights on how agents can leverage their digital presence effectively to stand out.Thanks for tuning in to the Mike Murray Podcast. For more insights and resources, visit https://www.mmhighperformancecoach.com.au/or connect with Michael Murray High Performance Coach on social media.

Today we're talking about a fundamental aspect of successful client interactions: understanding the "What's In It For Me" aka WIIFM principle. In most coaching sessions, I often emphasise the importance of considering the WIIFM factor. This concept is crucial because sometimes, we can get caught up talking about ourselves or our results, rather than focusing on what truly matters to our clients.Whether you're prospecting, in a listing presentation, or overcoming objections, never lose sight of what's in it for your client. It's essential to highlight to them why your services or benefits are important to them, because ultimately, people's number one subject is themselves.

Michael highlights that successful agents treat prospecting as an essential activity, equating its importance to that of oxygen. By sharing an example of a high performer who dedicates a set time to prospecting despite a busy schedule, Michael illustrates the critical impact of such discipline on sales success. He encourages listeners to trick their minds into prioritising and committing to these crucial tasks by finding and dedicating at least an hour a day to growth-related activities, even in a packed schedule. Michael also touches on the psychological aspect of habit formation, suggesting that forming productive habits requires deliberate effort and consistency over a period, typically 66 days.

In this episode, Michael shares strategies for agents to bring potential sellers forward in the pipeline. Discover how understanding clients' plans and offering innovative options can expedite their journey to market. He emphasises the importance of understanding clients' plans and providing options that align with their goals. Drawing parallels with car dealerships, Michael shares insights on guiding clients towards quicker decisions.

Welcome to another episode of the Michael Murray Podcast, where we simplify real estate for you. Today, we're diving into a simple yet powerful strategy that can significantly impact your sales business - the Campaign Review.In real estate, routine and repetition are key. After making a sale and putting up that 'sold' sticker, it's essential to conduct a thorough Campaign Review. Michael Murray walks us through incorporating this into your process and checklist.

This episode is courtesy of Lee Woodward, the creator of the Complete Salesperson course, and is brought to you by Realtair, the home of pitch, sign, and sell.In this segment, Lee Woodward and Michael Murray discuss theconcept of not being alone in business decisions and explores the optionsavailable, using the analogy of manual labour versus machine. The example oftwo carpenters on a building site, one with a hammer and the other with a nailgun, is used to illustrate the effectiveness of combining human and machinecapabilities. The speakers then introduce the idea of outsourcing tasks,particularly in telemarketing, to achieve efficiency. They emphasise theimportance of understanding the tasks, script, data list, and approach forsuccessful outsourcing. The overall theme is about strategic thinking and planningfor effective business processes. Lee and Michael also discuss a business plan involvinggiving a percentage of sales, inspired by someone else facing similarchallenges. The conversation emphasises the importance of considering variousfactors and learning from both positive and negative experiences in business.The speakers encourage listeners to reflect on the realities ofentrepreneurship and highlight the value of understanding mistakes to build abetter business.

Welcome back to the Michael Murray podcast, Keeping Real Estate Simple! As we step into 2024, Michael shares his annual reflection on reading habits and offers valuable insights for those in the real estate business. Emphasising the importance of going deeper into content, he discusses five must-read books for real estate professionals. Michael encourages listeners to evaluate their learning habits, stressing the significance of continuous learning throughout one's career. He recommends reviewing appraisals from the previous year and setting realistic goals for the current year. The compound effect in real estate is discussed, with Michael advising agents to conduct both learning and appraiser audits to enhance their performance.

In this episode of the Michael Murray podcast, the host emphasizes the importance of a healthy body and mind for success in real estate. Contrary to conventional time management beliefs, he argues for prioritising tasks over managing time. Using examples from personal life and real estate, Michael highlights the significance of identifying and focusing on high-priority tasks. The discussion covers strategies for effective priority management, such as creating a weekly commitment list and utilising time blocking. The host also emphasises the need for regular reviews to ensure business goals align with priorities, ultimately leading to improved productivity and success.

In this episode of the Michael Murray podcast, real estate high performance coach Michael emphasises the importance of the Monday review, a quick 15-minute self-reflection on the past week's results. He contrasts it with the traditional yearly review, advocating for a realistic quarterly business plan and regular reviews. Michael draws parallels with his experience in golf, referencing the Tiger Slam, and encourages real estate agents to focus on having four good quarters rather than fixating on yearly results. The episode concludes with a reminder for agents to be aware of their numbers and the impact of focusing on the process.

In this podcast episode featuring Lee Woodward, creator of the Complete Salesperson course, sponsored by Realtair, the discussion revolves around the journey of a real estate agent, with a focus on progressing from a new agent to achieving specific financial milestones. Michael Murray, a High Performance Coach, joins the conversation.The episode highlights the importance of core skills such as prospecting, listing, managing vendors, and selling, particularly for new agents. A weakness in some offices is identified due to the lack of structured training programs, leading agents to get stuck in assistant roles without mastering essential skills.The conversation challenges the misconception of quick success and stresses the need for time to master skills. Michael introduces the "90 x 4" program, advocating for sequential learning of prospecting, negotiating, managing vendors, and listing over a 12-month period.Routine, discipline, and commitment are emphasised as crucial for agents, urging them to invest time in learning the craft. The discussion concludes by underlining the importance of documenting and refining the process of selling houses to achieve consistent success in real estate.The second part of the episode explores challenges and solutions in managing real estate agent teams. Michael emphasises discipline, task prioritization, and having a clear business plan. The role of virtual assistants in boosting productivity and the significance of growth pathways for team members are discussed. Pitfalls of poor recruitment decisions and the need for consistent leadership are touched upon, with the key takeaway being the necessity of designing a business based on individual goals rather than blindly replicating others' plans.

In this episode of the Michael Murray podcast, the host shares insights from his unique entry into the real estate industry, starting with sales trainer Lee Woodward. Drawing from his background in finance, he emphasizes the importance of continuous learning and discusses his approach to staying informed, including listening to audiobooks during daily walks. Michael encourages listeners to prioritize learning, reflecting on the abundance of free information available today. He underscores the value of deliberate practice and growth, both personally and in the real estate profession.

On this Michael Murray podcast, the host explores the challenge of real estate agents being easily influenced by external sources. Michael introduces the concept of "CEO me," urging agents to make decisions based on their individual strengths. Using the analogy of golf, he advises against frequent business overhauls and emphasizes aligning changes with personal identity. The episode concludes with a reminder to use information as a guide and make decisions that align with individual business goals.

In Episode 04 of the Michael Murray Podcast, the focus is on simplifying real estate success by looking at the "quickest way to victory." Michael emphasises the common pitfall of agents overcomplicating their pipeline management with CRMs and advocates for a more effective approach. He highlights the importance of revisiting past appraisals, engaging with established clients, building systems around referrals, and leveraging centres of influence. Michael also shares insights on leveraging data, especially in the early years of a real estate career, to accelerate success.

In this episode of the Michael Murray podcast, the focus is on the common challenge faced by real estate agents when building a team. Michael emphasises the importance of strategic delegation and cautions against the common mistake of hiring without a clear understanding of roles and value addition. He suggests breaking down tasks, creating a "don't do" list, and considering options like virtual assistants or part-time roles for specific functions. Michael also highlights the pitfalls of delegating important tasks to someone less experienced, urging listeners to approach team-building in real estate as a strategic game.