Michael Murray Podcast

Hosted by Michael Murray

Business Management

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Latest episode

Nov 2024

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About the show

I joined the real estate industry in 2008 after a long career in the finance industry. I have been a licensed real estate agent personally since 2010. I had an unusual start as I commenced working for the Real Estate Academy, a strategic sales training company. I learned what the best sales agents in the country were doing to perform at the highest levels, all while running the academy for 3 years even before starting to work at a real estate office. I was then a selling Principal for 2.5 years on the Central Coast, NSW, before relocating back to Sydney, where I shortly after started a 7-year career with McGrath. McGrath is the largest residential real estate business in Australia, owning 27 company offices in NSW & QLD at that time. I started as a sales manager and worked my way up to the Head of Sales (Director of Sales). Sales Managers at McGrath, being company-owned, predominantly worked as coaches. At one point, I was coaching and managing 50 agents plus their teams. I now work as a high-performance coach, and I am one of the few people who can coach from experience, having been an agent, sales manager, general manager, and an executive in the real estate industry.

Listen to episodes

27 recent

November 18, 20249 min

Mastering Team Growth Through Coaching | Coach the Coach

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!

November 4, 20243 min

The 90 by 4 Framework for Success

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.

October 22, 20241 min

The Grand Final Pyramid for Real Estate 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.

October 8, 20244 min

The Power of Hiring a Swiss Army Knife

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.

September 25, 20244 min

Growing Your Business by Growing Your People: Player-Coach vs. Captain-Coach

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.

September 12, 20244 min

Designing the Business You Want: Key Strategies for Real Estate Growth

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.

August 30, 20247 min

Leadership Challenges in Real Estate: Making Informed Decisions in a Competitive Market

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.

August 16, 202412 min

Building a High-Performance Framework for Your Real Estate Business: The 7 Key Elements

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.

August 16, 20242 min

Leadership Insights: Lessons from Managing Australia's Largest Agency

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.

June 27, 202410 min

12-month Business Plan for Real Estate Agents

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.