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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

In this segment, Lee Woodward and Michael Murray discuss the

concept of not being alone in business decisions and explores the options

available, using the analogy of manual labour versus machine. The example of

two carpenters on a building site, one with a hammer and the other with a nail

gun, is used to illustrate the effectiveness of combining human and machine

capabilities. The speakers then introduce the idea of outsourcing tasks,

particularly in telemarketing, to achieve efficiency. They emphasise the

importance of understanding the tasks, script, data list, and approach for

successful outsourcing. The overall theme is about strategic thinking and planning

for effective business processes. Lee and Michael also discuss a business plan involving

giving a percentage of sales, inspired by someone else facing similar

challenges. The conversation emphasises the importance of considering various

factors and learning from both positive and negative experiences in business.

The speakers encourage listeners to reflect on the realities of

entrepreneurship and highlight the value of understanding mistakes to build a

better business.

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.

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.

Estate Simple." In this episode, Michael dives into the most common

question he's receiving right now: managing vendors in the real estate

industry. He discusses the recent changes in market conditions, the importance

of setting proper expectations for vendors, and the role of offers in a

changing market. Michael emphasizes the need for agents to position themselves

as trusted advisors and shares insights on handling vendor emotions during the

selling process. Tune in for practical tips on vendor management and navigating

a dynamic real estate market.

Connect with Michael on LinkedIn, Instagram and Facebook.