The Adrian Bo Podcast

Adrian Bo & Troy Malcolm continue to lead the Australian Real Estate Landscape with their practical & implementable Coaching Tips. 

Commonly referred to as ‘The Troy & Bo Show’, The Adrian Bo Podcast is a burgeoning learning & development platform across the globe.

In Episode 120, Troy asks Adrian about one of his on-site auctions which sold for $330,000 over the reserve price, which triggered thoughts on preparation, building profile & conducting world class open homes & auctions.

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Adrian & Troy have a very transparent conversation about how to best scale & leverage for success in real estate.

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Due to Adrian Bo's recent well publicised auction, resulting in $1.2m over the reserve price, Canberra's 2CC were keen to tap into his expertise.

The ACT just experienced their biggest weekend of clearance rates and the auction culture in Canberra is building quickly. Adrian Bo provides some useful tips in this live radio interview for both buyers and sellers in this booming market when buying or selling at auction.

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Jack is the founder & CEO of Henderson Advocacy

His is only 25 & been in business for 12 months and has personally purchased 100 properties on behalf of his clients & his office has generated over $5m in Gross Commission Income, including his own immediate team. 

An impressive journey for this young entrepreneur so far with some great takeaways  for the entire industry. 

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Buyer work has never been so critical.

Buyers make up 50% of a transaction, not 20%. Please have this as a daily mantra. Yet why do we focus 90% on listings & 10% on buyers? It doesn’t make sense.

Adrian & Troy’s 10 Point Plan;

1. Don’t pretend to appropriately service 100’s of buyers 

2. Sometimes the best you can do with the high majority of buyers is place them on your buyer alert system to ensure they receive your weekly email with new listings from your office 

3. Select 6-12 buyers you have a relationship with & provide ‘vendor like’ service, ie call daily, email weekly new listings from REA or domain from competitors that suit their criteria, and meet with them once per week for coffee 

4. Offer to bid at auctions for these hot buyers 

5. Offer to negotiate with buyers agents or other selling agents for these hot buyers 

6. Double down at open for inspections and be 100% present by being engaging & interactive and hand out your business card as well as a brochure to every buyer you meet at your inspections

7. Ask actual qualifying questions not just ‘do you have finance?’, including;

* Can you exchange unconditionally TODAY if we can reach an agreement on price?

* What was your highest bid at the last auction you attended?

* What was your highest offer in the most recent cool off period you didn’t proceed with? 

* How many children do you have & what schools do they attend?

* Do you work from home & if not how do you get to work? 

* What are your family hobbies?

8. This type of buyer strategy I promise you will triple the amount of referrals you are currently receiving. We erroneously believe that referrals only originate from people we have sold to or who have bought from us. One hidden little referal source gem is from buyers we service beautifully who not necessarily end up buying from us 

9. The other hack from this hot buyer list is, given you have built such good rapport & offered great service to, once they do buy even through another agent, add them into your CRM, under ‘past clients’ so they fall under the same nurturing plan, ie anniversary calls etc. 

10. Focus heavily on ‘sell once buy’ buyers, ie hot buyers who will sell as soon as they purchase. 

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Troy & Adrian discuss an important, but controversial topic in relation to a recent Adrian Bo Blog Post on ‘agent slander’. Please see Blog Link here - https://www.adrianbo.com/what-to-do-about-agent-slander/

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Adrian Bo & Troy Malcolm take a deep dive into a blog authored by Adrian Bo named ‘10 Point Pre-Xmas Growth Plan’. 

Here is the link - https://www.adrianbo.com/10-point-pre-xmas-growth-plan/

Troy & Adrian continue their highly regarded skills workshop series with a worldwide burgeoning audience. These two talented real estate thought leaders are creating waves in the real estate coaching landscape. 

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Some great learnings in this episode about leadership, the Melbourne lockdown, mental health & of course The Block!

Troy, Adrian & Michael have been close colleagues & friends for many years and have a timely conversation about all things real estate.  

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This week we deal with a question about the skills required between now & the end of year. Troy & Adrian respond with their 4 point priority plan;

- Mindset
- Process
- Time
- Courage 

A must listen episode to all fans of Adrian Bo & Troy Malcolm 

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Troy Malcolm & Adrian Bo are two of Australia’s leading coaches & trainers in the real estate industry. 

This week they analyse Dialogue vs Objectives/Outcomes. 

Enjoy & please rate 5 star if you see value 

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