How to Fast-Track Sellers onto the Market 🚀 LocalAgentFinder x David Walker x Kon Stathopoulos

0:00 - LocalAgentFinder's Impact on Real Estate Success
07:24 - Strategies for Selling Real Estate Before and After Holidays
12:23 - Making Real Estate Decisions Amid Interest Rate Uncertainty
18:03 - Building Trust and Integrity in Real Estate Listings
29:39 - Real Estate Strategies and Holiday Preparations in Australia 

Guests:
✅Kon Stathopoulos — Principal at McGrath - Parramatta, leading over 300 agents across 32 offices.
✅David Walker — Principal at Ray White Upper North Shore, consistently ranked among the top performers in Australia.
 

*I am a  @LocalAgentFinder sponsored ambassador: https://www.localagentfinder.com.au/

Transcript

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Heavy Hitters And Holiday Strategy

Tom Panos 0:00

What a powerhouse we've got here. Constaphopolis. Wow. David Walker. Listen, if you wanted to get rid of the industry in New South Wales, you'd knock these two people out because between the two of them, they've got so many heavy hitters there. Warwick, good to see you as well. And you know what I'm excited about? I'm excited about when I see that local agent finder logo back again, red and white, back. We know what we're all about. Helping consumers find their agent, and in turn, agents find their listings. And both these two gentlemen are very, very strong users of your service and have been in. If I can remember, it was Con that said you should have a chat with Tom. And then we met at Hungry Grasshopper with at the time Richard. And um yeah, and I'm glad that it's back. And and David, by the way, David, congratulations. I believe you continue to hold the title in that great group of the Ray White group, number one around the world. How many officers you got now? Uh we're we've got ten Tom. Okay. Con, how many how many of you got how many up North Shore? How many you got, Con? Seven. Seven. Can I ask both of you gentlemen, are you participating in a super Saturday in January? Are you doing the Boxing Day soft launch or you're not doing it this year?

Kon Stathopoulos 1:34

Well, um, we we kind of brought it to the market, so we're absolutely doing it. Uh so we we had 149 this year, and our goal is 200 auctions on January the 31st, launched on Boxing Day. We've already got, I think, 25 or 30 listed, so yeah,

Super Saturday And Boxing Day Launch

Kon Stathopoulos 1:52

it's gonna be a big one for us.

Tom Panos 1:54

Yeah, well, I've got to say to you that um this morning at actually at that cafe, uh Vendor said to me, uh, Tom, um, I'm putting my home on the market on the 20. He said to me, he wanted to book me for an auction. He I said, You do it through the agent. He's actually going with McGrath, so there's a chance I might not be doing it because McGrath, I I mean, like I do, if I've got to do them, we do them. But he said to me, I said to him, Why are you doing it in February? And I said, Wouldn't you come back when the buyers come back, not when the vendors come back? And he said, say that again. I said, Wouldn't you be coming back when the buyers come back, not when other vendors come back? And he said, Yeah. He said, when do the buyers come back? I said, they come back on the 26th of December. I said, they're not around on the 20th of December, but they're there on the 26th of December. He goes, Oh no, they're physically not there. I said, no, they're not there physically, but they're scrolling there. They're scrolling there, right? So um Yeah, Dave, do you do do you do the same or no?

David Walker 3:04

We don't at the moment. Um, I've been watching Cons Business.con and I good mates. We um I've been seeing the success that they've had with it. I um we generally launch things uh early January um and try and give ourselves a little bit of a break over the Christmas

Why Local Agent Finder Works

David Walker 3:20

period, but I can see the benefits in doing it.

Tom Panos 3:23

Okay. So, gentlemen, um this obviously is a top-of-mind awareness to everyone that local agent finder is back as local agent finder. But in addition to that, to let you know some of the scripts and dialogues and responses that these great thought leaders would have um hearing this time of the year. So I just want to, and by the way, can I ask you both, what do you both love about local age of primer? That's a good question.

Kon Stathopoulos 3:59

Dave, you want to get you wanna kick off?

David Walker 4:01

Uh we we've we've been using it for years, and I I must say I'm not we're not getting paid for this, so we're not here to we're not here to um use any sort of pay. I'm definitely not okay. I'll I'll I'll talk about that after a bit. No, we've been I've been um as a business, we've been using local agent finder for years now. I wouldn't even know, probably seven, eight years. Um and it's good because we are getting leads generally from people who we don't have relationships with. So it's people out in the market that might be making a decision pretty quickly. Um there's not too many people that have good relationships with agents that uh are then jumping onto this unless they're just getting a a sort of an overview of the marketplace. But um we use it because we see it as a good source of qualified people who are about to sell their home.

Kon Stathopoulos 4:53

Beautiful. Bom? Tom, we've been uh we've been clients of local agent finder for many, many years. And uh mirroring what uh David said, what we love about uh our relationship with local agent finder is that it uh particularly for the agents that don't have a start in a market, local agent finder gives them a start, and then they can go on and leverage that and build you know the relationships and their market share in that community. And we had a great case study of Kim McCleary, one of our partners, uh, that uh five years ago got one lead in Kings Langley uh out in the uh the western suburbs of Sydney. And um she was writing about 400k at the time. She writes under two million, just under two million right now. She's become a partner in the business

Objection: Wait Until After Christmas

Kon Stathopoulos 5:36

and has 40 plus market, 40% plus market share in Kings Langley, and it all started from one local agent finder lead. So if you if you run the process uh and you're open to uh you know sharing a little bit of your commission as a once-off, and you can really, you know, basically get a good run-in.

Tom Panos 5:54

And con the paying the local agent finder their fee, they only get paid a fee when you get more or less 80% of the fee. Like, that's probably it's it's one of the few businesses that are suppliers to the industry that you only pay on success. Like, we can't do that with our you know, our brochures, we can't do that with uh with realestate.com, we can't do that with any of our marketing. We can't say, hey, if we get paid, we'll pay our bill, right? With these guys, you only pay if you get paid, right?

Kon Stathopoulos 6:29

Correct. And I and I think sometimes that can be the mental stumbling block for some agents. They don't want to have to pay for a lead. I don't look at it like that. It's an investment into building a relationship that starts conversations in your community that give you the ability to open something up on a Saturday and meet buyers and you know start that leverage process. So, no, we're we're we're big fans of local agent finder. Warwick's been an absolute gentleman to deal with and the team there, and um, we're we we'll continue that relationship for a long time.

Tom Panos 6:57

Warwick is local. In my eyes, Warwick is local agent finder. Right? In fact, if they should have actually just changed it to Warwick instead of Rummer. They would have they would have had a better run. But listen, listen, gentlemen, gentlemen, gentlemen, I want to ask you, you know, some of the things that we're hearing at the moment from the marketplace from prospective vendors is

Scripts: List Now, Launch Later

Tom Panos 7:20

I'm not ready to sell right now. We'll wait till after Christmas. And just curious, what's the response that you know you're instructing your team or what are your good agents saying there? Because, you know, I know a lot of the times that these vendors that come back after Christmas do put it on the market, but they might change their mind on who they're going to give it to over Christmas. They talk to they talk to a lot of people, they might speak to the butcher who's their uncle that tells them, listen to me, I'll tell you who to give it to, right? Um, so what's the response there, gentlemen?

David Walker 7:58

I um I think this time of year is fantastic because there's a deadline. So if you're a person wanting to sell in the market, we'll go on to start by saying you can't force somebody to sell when they're not ready to sell. So it's people who are on the fence about selling that that may or may not, if you can persuade them, if you can give them a good reason to. Um, this time of year, we've we've got still four to five weeks of good selling. There's sort of six five, six Saturdays um before we get to Christmas. So if you're thinking about selling, um, the buyers in the marketplace right now, the pool of buyers that are there, they want to make a decision before Christmas. Whereas once you get into February, March, people sort of go, okay, we've got time now. But buyers want to make a decision because they either want to get kids into school zones or they just want to get it wrapped up by the end of the year so they can be in for the summer holidays and unpack while they're on their own holidays. So people are wanting to make decisions now. Whereas I find January, February, most buyers are kind of brand new to the market or they're they're going to give themselves some time to start looking. So there's not as much urgency. But also on the flip side, if you are wondering where are you going to go if you sell,

Objection: Wait For Rates To Drop

David Walker 9:05

this time of year there's far more stock on the market because there's more buyers in the market. And so there's more choice for you as a seller of where to go. Whereas January, February, there's not as much stock on the market as what you find now. So at the moment, and then people that are on the fence and not really wanting to actively put their property on the market, we're still saying to them, let's get photos, let's get floor plan, because the pool of buyers that are buying right now, what if I could bring you a buyer to your house, Mr. and Mrs. Seller, and get you an above market price that you'd be really happy with with terms you're happy with. So let's get the marketing out of the way. And then if you do find something in the next few weeks, we can throw it on and get it sold. Or worst case scenario, we're ready to go in January.

Tom Panos 9:45

Okay. What I'm going to do is I'm going to share my screen, everyone. Can I give you the heads up? This is a time to get your phone ready to take a capture of a shot. I'm going to give you the exact script, word for word, that David more or less said, but I know what people are like. Can you say that again? Well, we'll give it to you right now. So we're waiting until after Christmas, the holidays. Here's your response. So if you can take a quick snapshot of that, I completely understand. Everyone wants to enjoy the holidays. The thing is, most sellers wait, which means that when everyone comes in on in January, you're competing with a flood of listings. Right now, Sierra Sprise is still active and there's less competition. Would you be open to me showing what it looks like to have your campaign ready? So take a photo of that there. But in addition to that, just in Tompanos lingo, I can say one of the things that you'd say is, listen, I think that's a good idea. I think you should actually do it next year. But how open would you be to actually not talking about selling next year? I'm not even talking about launching. Um, I'm talking about we list now and we launch later. Because what it does, we put your listing in our little top pocket, no one's not to know anymore, someone that's sitting there at home scrolling on Boxing Day, or, you know, at some point sees your home, and what we do is we can get their attention. Conn, is there anything else? That was a good response, by the way, David. Is there any anything else that you can add extend on that?

Kon Stathopoulos 11:20

Well, I think um that's why David's, you know, at the top of his game in uh in his in his market and in the industry. But I think you're absolutely right. Going back to what uh Dave said, um uh the best time to list is when they're ready. Our job is to be able to qualify and be able to, you know, de-risk them picking another agent over us. So it's about using strategy and innovation to be able to secure the listing, take it off the market. And it's you know, go now, go later, get ready now, go later. It's you know, off market, pre-market, soft launch. It's super Saturday, launch on boxing day. We get to pick up all the buyers that missed out at you know, in 2025. We get the new flood of buyers looking at 2026. You beat the market by getting your property uh live before anyone else and on the market. And we normally, you know, get uh 30% extra uh open attendees

Logic Over Emotion In Decisions

Kon Stathopoulos 12:10

and you know at least 60% more views on the portal. So for me, it's all about ensuring that you you're using strategy, innovation, but you're really you know closing to take it off the market from anyone else taking it.

Tom Panos 12:23

Okay. Beautifully said, Connell. I want to move on to the one about interest rates. There's people saying this. And interest rates have been a bit topical lately because on the 29th, when they announced the inflation figures, they didn't go to plan. So now all of a sudden they're talking about rates uh actually not going down at the rest of this year and potentially not even going down next year. But you and I all know that media changes by the week. We could be, you know, there's some big event happens next week and they're saying, oh no, rates are going to drop again. But let's see, uh well, let's wait till interest rates drop. What I might do is I've got a s I've actually got a slide for that as well. So those of you that would like to take photos of exact scripts and dialogues, we'll wait till interest rates drop. The challenge is when rates drop, demand surges. That means when buy more buyers competing, but also means more sellers are entering the market. If you wait, you'll likely buy and sell in a hotter market, meaning you're paying more for your next home too. Sometimes the best move is to transact in the same market. So I think for nearly anyone that's buying and selling in the same market, particularly for those that are actually moving up to the next price point, it's actually, you know, making a decision based on a temporary thing like rates is not the right thing because in real estate, and I always use that term, people date interest rates, but they marry the property. The relationship, you know, rates are going to go up and down at a 20-year relationship, a 30-year relationship that you've got with your with your mortgage. Um, so I just think you I don't I don't know, guys. I've I've never understood people making a decision based on rates and the market. Because if you're buying and selling, why wouldn't you make a decision based on your life? Right? Not based on a factor that means that you're going to be in a revenue neutral position anyway.

Handling “I Already Have An Agent”

Tom Panos 14:25

But what what do you what what what is a team what's your response to that where clients say, oh, we don't know what's happening with rates?

Kon Stathopoulos 14:32

We um we see this in our market a lot, Tom. So we're in obviously from Parramatta to Blacktown, Castle Hill, Rouse Hill, Epping Beecroft, the Hawks breed. So, you know, it's really interesting. I think uh I had a very, very, very good mentor very early on in life that said to me that uh emotion opens the heart, logic opens the mind. And I think when we go down that path of talking about something that, first of all, we're not in control of, secondly, we can't impact or influence, and thirdly, people are they're making long-term decisions based on short short-term circumstances. So, I mean, we saw this last weekend, we had a bidder that uh didn't want to make a bid because they were a little bit unsure about where what was gonna happen with the inflation figures. And I said, but your finance approved right now and you're ready to go right now, yes. Are you worried about what the rates are at 2038? So we can't make decisions based on what's gonna happen in the future. We can make back goals. You can make decisions based on what's happening right now. So for me, it's about disarming the emotion and applying the logic. Okay, it's just like the same the same person that would say, Oh, I can't buy this one. Why is that? My couch won't fit. Buy a new couch, mate. Do you know what I mean?

Tom Panos 15:44

Yeah.

Kon Stathopoulos 15:44

But what we've got to be able to do is just kind of see through the objection, become masters at being able to read the play, um, disarming the emotion, applying the logic, and making it a very simple and easy way for people to transact. And I think that that's that's that's the that's the key that I'm saying it from the best operators.

Tom Panos 16:04

There's a lot of listen, Con, there's a lot of faulty. You know, I think about it, we take it as a given, but I think a lot of people have got faulty thinking, and the job of a real estate agent is to nudge that thinking for them to look at it in the proper perspective. Example, there was an incident a few weeks ago where I was shocked that the vendor says, I never thought about that. Listen to what it was. It was like, I'm gonna take it off the market, and I reckon within two years the market will pick up and then we'll get our price, and then we'll go up and buy the other property. And I said, Are you gonna put a lay buy on the other property? And he goes, No. And I go, so the other one's gonna not go up and yours will go up. No, he goes, the other one will go up. And I said, so you basically you'll be in the same situation. And he goes, Oh yeah, I never thought about that. And I said, It's even worse. You're actually gonna be stuck here for three years and you don't want to be, right? So um, so a lot of people have faulty thinking, Dave, is there anything you want to extend or add to that?

David Walker 17:09

Oh, I I

Class, Collaboration, And Abundance Mindset

David Walker 17:10

I agree with what you what you both just said. That the funny thing about interest rates, it's it's all, I think, um, it's a shot in the arm. And so interest rates drop realistically, it doesn't mean that all these buyers jump back into the market or people that weren't going to buy start buying. It's just the papers have a couple of days of a cycle. So I say to anybody, look, if interest rates drop, that's one thing, and obviously it's great because you can save a bit on your mortgage, but realistically, you want a market stable. So if interest rates don't go up or don't go down, we we can actually predict the market far easier. If the interest rates drop, we don't know how much it's going to surge, whether it's going to surge. So you can make decisions based on things you don't know. Whereas we know if interest rates stay stable, which they look like they will now next month, we can make decisions based on what we already know. So as an agent in a neutral market, at least we can make decisions based on fact.

Tom Panos 18:03

Okay, well said. I already have an agent in mind, right? I already have an agent in mind, and this comes up, you know, like and I have to say, it also comes, you know, sometimes you go to a listing presentation and an agent already has a pre-existing relationship with an agent, but they cheekily might call another couple out to sort of say, let's just see what they charge, because I want to keep my close mate honest. I'll see what the others are going to charge. But um any great response that you've got for when you're you're talking to a client and they say, I sort of got an agent that I have in mind.

David Walker 18:44

Sorry, the one thing I I I I you go, David. Uh one one thing I would say not to do is actually talk another agent down. I had an agent in my area yesterday knock on the door of a vendor I've got listed and tried to talk negatively about me. Now that agent, the vendor couldn't believe it and

CTA And Year-End Momentum

David Walker 19:05

has already gone and told all their friends how disgusted they were with that person. So the one thing you shouldn't be doing is ever talking down another agent. So that's the one thing I'd start with. But all I'd say is, is there a chance for me to throw my hat in the ring? Fully respect loyalty, fully respect you've got a relationship. But we've got some good runs on the board, love to have a chat with you. There's an opportunity.

Tom Panos 19:26

Beautiful.

Kon Stathopoulos 19:27

In fact, uh David, Kine, if you've got anything to extend, I've just this I just think I think this is this is all about working with class. Okay, there's an expectation that we're gonna we're gonna chase every single listing and and whatnot. We forget about the relationships that people have. So from my perspective, you know, obviously do your job by asking whether or not they're open to a you know another opinion or a fresh opinion or um or a different strategy that might get them the you know sold. But uh I think the people that work with class are the ones that end up winning. Con.

Tom Panos 20:01

Couldn't agree more than the minute, the minute I have anyone that bags anyone, the first thing I think to myself, you're jealous. That's my instant reaction. I think to myself, for you to say that, there's something that really, really bugs you, right? Um, and I automatically, in my mind, decrease the attractiveness of that person. I'm not talking about, I'm not just talking about real estate. I'm talking about any person. Jealousy is a terrible characteristic of people.

Kon Stathopoulos 20:36

You're also going to play the long game with this, Tom, right? So from my perspective, do you know how many transactions we do with our competitors? We do conjunction agency agreements because vendors want to work with both. So I look at it and I go, you're shortening the longevity of your reputation in your market. You're also canceling out any potential future revenue income. You're essentially positioning yourself as a as a as an unclassy agent and human being, but also just be a good human being. This is a very simple business. It's not an easy business, but you know, I would love to do a conjunction with one of my competitors if that's going to be the best outcome for the client. Rather than chasing the outcome, let's just do the right thing. And I know I'm being a little bit philosophical and holistic, but the reality is good people that do good things have a lot of good that happens to them. So don't over-engineer this. Let's not try to, you know, just kind of sniper everything and everyone. Let's just get in there and see what's the best outcome for the client. I'd love to help you, Tom. I'd love nothing more than to be able to give you my opinion and maybe a fresh approach on a different strategy that might get you a better result. But look, if you're really happy with David, David's a really good guy. We've done some work before. I'll leave you in great hands. It's not that hard.

David Walker 21:52

There's some comm. And also I was so go, David. I was just going to say, and I think everyone now sees through the whole I've got a buyer. I know you've listed, you're about to listen with someone, but I've got a buyer I want to show through. Everyone just sees through that now. It's just, it's the it's the laziest way of trying to win a listing. That's the I think what most agents think. I'm going to tell somebody I've got a buyer and then I've got to come up with somebody to take through there. Um, like I if if you if you've got a buyer, then contact their agent that they've already chosen. Or but actually, if you want to win a listing over an agent, give some good reasons why you've got a point of difference and how you're actually going to do the client uh the the the best service. Um but I think if you just throw get get an opportunity to throw your hat in the ring and say, I'll give you another opinion, it's gonna take me 20 minutes. Um, the worst you can get is a no. Um, and I'd really appreciate it. You had a great house, and I actually think the agent that you've chosen is a really good person, so good luck with it. If it doesn't work out, um, and I'm sure it will, but if it doesn't give me a call. You know what, you know what, Dave?

Kon Stathopoulos 22:52

Uh I heard a vendor say to a competitor, competing agent, um, um, and the vendor actually ended up picking us, um, that said, you know, that the the agent said, I've got a buyer, and he goes, Well, that would I I I would expect you to have a buyer, you're a real estate agent, right? So that's the first thing. The second thing is, right, um, is but buyers don't follow real estate agents, they vo they follow property. So there's no one that's got a secret little buyer in their pocket that that they can shield with an invisible force field around every other listing. So when you actually bring it back to you, it sounds ridiculous, doesn't it? I've got a buyer. Oh, what about I've got a strategy that I can prove to you in 20 minutes if you give me the opportunity that will deliver you an above market premium price? Would that be okay for me to be able to share that with you?

Tom Panos 23:40

That's beautifully, that's beautifully said, and you're you're spot on. In fact, I don't think it's a bad idea to actually say to the Vendor, the Bendor that says, you know, about an agent having a buyer saying, Hey, listen, I want to ask you, Mr. Vendor, when you bought this house, did you go to one real estate agent and say, I'm not gonna look with anyone else. I won't look on realestate.com, I won't look at the main, I will only look with you, even if there's other properties out there. Did you do that? The minute you say that to them, they'll realize how false that comment is, and it normally comes from a false Freddie. Talking about agent rivalry and you know people bagging others, something weird happened on on Tuesday. I think, David, you might even know him. I've got a client called Andrew Harding at Darwin, right? And I hadn't seen him in ages. He owns Ray White at Darwin, right? And he dropped me off to the office called uh Real Estate Central, which is so Real Estate Central and Ray White Darwin are the two biggest offices in Darwin. They control the market. So he's the principal there, and he drops me off and he says, I go, thanks. Because you the reason he dropped me off, it was 40 degrees heat in Darwin, right? So he's dropped me off there, and I've walked in and he's followed me in. I go, Are you coming in? He goes, Yeah. And then he goes, I just come in and say, Hi to guys, and I just get myself a drink. It's bloody hot out there. He walked into the office as if he was a salesperson, and I go, Hey, there's Harding. How are you, bro? And they're fist pumping there. And he walked in straight into the kitchen, and I thought to myself, that doesn't happen in the metro metro areas. Like, you you I mean, if anything, you feel like having a slingshot at a guy if they're across the road, right? But I think you can be successful, you can have a good life and get on with competitors if they're decent people.

David Walker 25:37

That that's the way it should be, Tom. Like, that's so what we con and I talk about this all the time. Like, in theory, on paper, Con and I shouldn't like each other from what real estate was like 10 years ago, but we're best of mates because we we're doing the same stuff, we go through the same things, we've got the same problems, we've got the same wins. So we're we we probably, as you said earlier, um, if you've got a chip on your shoulder, you're gonna look at other people that are having success and get jealous. Whereas if people in my marketplace that are doing well, I look at them going, good on you, like you're working hard and you're doing well, and that's great. And um, and you know what, like you look at everyone else around our industry. There's people doing well, people that are struggling. Um, you want to help the people struggling, but you've got to look at the people doing well and going, I I applaud you. You might not be the style of agent that I would list with, but you're doing well in your marketplace, so good on you. And that's the way our industry should be.

Kon Stathopoulos 26:31

I think the other thing is too, is if you're um you're allowing your competitors to kind of you know take you know, rent space in your brain, you're already letting them win. So I don't look at competition as a competitor. There I'm in my lane, I'm focusing on what I can control. Um, and you know, good luck to you. If you get that listing, man, we weren't good enough this time around, but hopefully we'll learn from it, we'll become better. And I think also we we tend to play the short game. You want longevity in this industry, you've got to have great relationships, you've got to have a great reputation that's bulletproof uh with within the agent community and the agency community, but also with obviously the community too. So I don't know how it serves you to, you know, I hate David Walker because he's what he's Ray White or he's in my market. Mate, good luck to Dave. Let him run his own race, you run your own race.

David Walker 27:20

Oh my god. Actually, you it it were you work better if you actually like your competitors because when you when you lose a listing, you don't go, I lost it because they did a cheaper fee, or they must have overquoted, you go, they they beat me because they were better, they're a good person, I've got to be better next time. Spot on.

Tom Panos 27:39

I think you either look at life in with eyes of abundance, or you look at life with eyes of scarcity. Scarcity is about being a zero-sum game. Basically saying is if my competitor wins, I lose. Whereas the reality is if you turn around and look at abundance and say they can make money their way, I can make money my way, and we're all happy, right? Um you don't have to you know have someone lose for you to win. Now, as people have been watching this, if you're feeling inclined that you'd like to get a few catch and kill extra listings a month that uh you're not getting, um thank you, Susan. She's read my mind. That is the link there, localagentfinder.com.au, and I would suggest that um you had zero to lose. Think about it. What have you got to lose except get a listing? The way the deal works is you get 80% of the fee. Local agent finder gets 20% of the fee. We always know the hardest bit is getting the lead, and it is maxed out at around five grand. Is that right, Warrick? Yeah, 4,750. 4,750. And uh, Warwick, thank you for putting on this event today. We're obviously trying to encourage everyone to understand what local agent finder is doing, and we've got two of the best real estate thought leaders in Australia supporting it. And in addition to that, I'm gonna remind everyone that Christmas is on the 25th of December, not the 25th of October, not the 25th of November. And the reason I say it is we have a lot of nine-month agents in Australia, uh, particularly in Victoria. You know, Melbourne Cup's here, sun's out, guns out, life's good, we'll come back after Australia Day. Listen, there are people transacting. I'm not a big fan of auctions on the 20th of December, right? Just in previous years. But up until the 20th of December, right? Up until the 20th of December, people want to do gills. And I've got to say, team. There is no better feeling in real estate from what agents tell me when they go on break and they know that they're coming back to stock that's secured, that they're going to launch, and they're not going to come back with the belt on their stomach being tight. It's going to be tight. Everyone puts on one to two, three, or K's over the summer in Australia, New Zealand. But you want to come back with your belt a bit tight, but you want to come back with listings that are launching. And you know what? That's happening right now because there's a special rule in real estate. It's called the 30-day rule. And it says that what you do in this 30 days affects the next 90 days. 2026 has already started, ladies and gentlemen. Warwick, thank you. David Walker will be seeing you in Byron at some point over Christmas. Now that you're a part-time local and Constathopolis, thanks again. I still remember Con the day he joined McGrath many, many, many years ago. And John McGrath goes to me. I said, Well, he's greet, that's a start.

David Walker 31:15

We're still accusing John, we're still hoping.

Kon Stathopoulos 31:18

I'm trying, still learning, still learning. Always have a great Christmas, everyone.