Jayne Robbins’ transition into a leading buyers agent in Brisbane has been a natural progression, having started out as a highly successful investor.
With a keen interest in property, Jayne and her husband were able to purchase their first property when she was only 24. With a background in accounting and it was clear that Jayne was someone her friends and family would turn to when they needed advice on property and that sparked her interest in turning that skillset into a business.
“After we had our children, I wanted to start my own business. I wanted to be in control of what I did with my time and I came across the idea of a buyer’s agent and could see that it was something that would be personally fulfilling as well as professionally fulfilling.”
“I felt that ethically, areas of the industry didn’t align very well to myself, but I figured if I started my own company, I would be able to call the shots how I wanted.”
One of the most important foundations of the way Jayne operates is all-around ethics and her goals are focused on doing the very best for her clients.
“When I mapped out how I was going to start my business I just implemented that plan around quitting my job, going and getting my licence, setting up the company and just took it one step at a time and I didn’t get disheartened.
“My business isn’t about being the biggest or buying the most property or having the most clients, it’s about being the most ethical in the industry.”
After helping so many of her family and friends find properties, focusing on owner-occupiers was a natural fit for her.
“I’m 100% focused on owner-occupiers who want to buy in the inner-city suburbs of Brisbane. That’s around eight to ten kilometres from the CBD and I primarily work with families upgrading their homes. They’re predominately buying four or five-bed homes in the inner-city suburbs. That is pretty much that’s my speciality – I don’t do investments.”
“A lot of couples are attracted to me because oftentimes the mum feels very confident that I can see it through their own eyes. I don’t put options that have got poor layouts or something that’s not going to work for my clients to them.” “Given my numbers background, the investment side would have been a natural fit, but I find owner-occupiers are much more rewarding to work with.”
Early on Jayne started working with the BAI in a bid to better understand the business side of being a buyers agent, given her background as an investor was already well established.
“The program has been perfect for what I needed because I knew how to buy property, I was very familiar with property in the areas that I was buying in.”
“But what it’s been very good for was that I was very unfamiliar with the process of sales and I think I had been going through my life not realising that anyone was ever selling me a product. I went through life saying, “Yes, I want this. I’m going to buy it. No, I don’t need that, thank you very much.” I was very unaware of that process that people have to make decisions on who they want to work with. So it was great training for me personally in that sense.”
“I feel like having the support of Ben when you’re on your own, it has been really important because it would have been difficult finding your own way through things working by yourself all the time.”
Going forward Jayne wants to continue to work with owner-occupiers and grow her business, The Informed Buyer, at her own pace.
“I feel like everyone wants to put more staff on and have a bigger headquarters, but for me, I don’t see that as really where I want to take it.”
“I just want to be dealing with the client. Just having ideal clients all the time and just having consistency in that is probably where I want to be.”
Have you considered turning buying property into a career?
In a little over 12 months, Sanjeev Sah has quickly established himself as a successful and highly regarded buyers agent in Sydney.
Before embarking on his journey into property on a full-time basis, Sanjeev was already a very successful investor. He was able to go about building a property portfolio that quickly generated more income than his full-time job and that made him realise just how powerful property was.
As he becomes more successful, Sanjeev found himself in a position where friends and family were turning to him for advice on all aspects of property and he realised this might be something he could build a business around.
“To be frank I think becoming a buyer’s agent came as a total surprise to me. I had never planned for that because I was doing my own property investing and I was quite successful, successful.”
With a network of friends and family already calling on his help, Sanjeev was able to build a business very quickly and transition out of his IT role.
From day one, Sanjeev focused on helping property investors, which was an area he was already highly skilled in. However, he also saw there was scope to work with owner-occupiers as well.
“When I started, I wanted to help investors because that was my goal. I’ve always been passionate about talking about creating passive income and building a solid portfolio, which I was doing myself.”
“However, I was also seeing first home buyers that were making large mistakes where they’re buying expensive properties they can’t afford or buying the wrong kind of properties. So I said, in the first year I would focus mostly on the investors, but I would also help some first home buyers if they’re serious about learning from me.”
Sanjeev’s investment philosophy is built around creating passive income to help make people’s money work for them.
“My own philosophy is to have money work harder for me through property investing and have a stable stream of passive income, which can give me more time for myself, my family and things I really care about without worrying about everyday expenses.”
Armed with a strong investment philosophy and a core network of people around, Sanjeev’s business grew quickly in his first year.
“I and my business got enough support from the people who knew me and have seen the journey while we’re building up our own portfolio. They came forward to use our service with confidence plus a lot of new people also trusted and used our service.”
“It was a year full of learning, being uncomfortable, experiencing new things and I just think so many business sides of things which I never had to think before as I was coming from a full-time nine-to-five job and this was my first business. But given I’m truly passionate about property and the business was aligned to my goals, always helped me to love those sad part of the business where you’re frustrated and, at times, down.”
“Within my first year itself we bought multiple properties across four states and in nine suburbs and we’ve become a national buyer’s agent which means you buy properties across the country. So things are getting better and now we are growing too which brings new sets of challenges, but we are loving it all.”
Being new to the world of operating a business, Sanjeev was able to use the support the BAI early on when he was learning how to truly work with clients.
“BAI has been super helpful for me. The program showed me how a buyer’s agent is solving the purchaser’s problems. I don’t think I could have ever have started this business without the BAI showing me step-by-step how to get started in the business and how to serve the clients.”
“It’s very amazing. I don’t think I could have reached where I am today without their continuous support and help.”
Sanjeev has big goals for his business Investors Dream as he continues to expand his service offerings and continues to focus on identifying the best opportunities from across the country.
“We’re already a national buyer’s agent where we’re buying very-much cherry-picked investment properties across the country based on our clients’ profile and needs.”
“In the next five years, we see ourselves as one of the top tier buyer agencies here in Australia in the investment property space. Our goal is to help our clients with add-value potential properties and also support our clients with property renovations and granny flats, doing smaller sub-divisions which we’re already doing it, but we want to do it on a national level and in a very cost-effective manner as this will help our buyers manufacture equity and they can continue to keep buying properties frequently rather than waiting for the capital growth.”
Have you considered turning buying property into a career?
In a short period of time, Arjun Paliwal has been able to grow his business, InvestorKit, into one of the most well-known and successful buyers agencies in the country.
For Arjun, a passion for property and knowing how it can help change people’s life has been at the forefront of his journey. Arjun initially started investing in property when he saw how it was able to help those around him.
“Seeing family do it, other customers that I’d work within the banking industry putting together a portfolio, just seeing the success of it and in terms of lifestyle, the flexibility of lifestyle, generational wealth, being able to just have a bit more to do with your time, those are sort of the starting factors that were the appeal for moving into property investing – generation of wealth, freedom of time.”
His early investments started like most, with his family home, before quickly expanding his portfolio over time.
“The early investing in property started like most where we’d buy a house to live in and once that occurred it was something where myself, mum, dad and my wife all came together to purchase that first property.”
“And then that slowly turned into just this moving up from there, investing for a bit and turning that into an investment property where my parents stay there. And from there I sort of got familiar with the idea of buyer’s agents and used some as well. And then after that, I started really putting together a bit of a strategy, plan of attack.”
“I learned about what not to buy, what to buy, through experience and really made it my focus to start expanding the portfolio across different parts of the country. And that’s where sort of the portfolio really took off and over a timeframe of basically three years is where the portfolio really gained on a lot of momentum.”
Arjun focuses on a research-driven investment strategy that identifies opportunities across the country and also between both residential and commercial property. He also invests in both regional and capital cities to achieve a combination of growth and cash flow always with a minimum rental yield in mind.
This is the same approach he applies to his business as he helps clients build a portfolio that is both diversified and balanced between both growth and cash-flow.
“Far too often it becomes a cashflow verse-growth for people. For me, that means not going to the extremes of one or the other, not going to such low yields that you’re fingers crossing too much this property and not going to such high yields that you’re in the middle of nowhere trying to just fingers-cross the growth.”
“And so that’s where our strategy came in – taking a more balanced approach to it all to go, “How can I still add without sacrificing whilst adding properties? But then also, how can I achieve that growth?” And I feel it really comes all together when you start spreading it across different parts of the country, not focusing just on one city and sort of hoping for this one place to, through all time periods, do everything well.”
While Arjun has been able to grow a very successful business, like most, he started slowly and built momentum over time while expanding and improving all facets of his operations.
“It started from the humble beginnings of just myself doing a bit of everything to then start going to expanding out to build a team. And having the team around us has allowed us to create such systemization that it’s actually better for our customers in terms of knowing that we’ve got asset selection, asset review always happening.”
“We’re always reviewing property, always reviewing research. And that’s really what our clients want that support for. They want someone who’s got enough of a structure to go, “Well, you’re not too big where you don’t get to support me in a tailored way, but also not too small where one person’s trying to be the accountant, the researcher, the buyer, the operations manager, the receptionist and everything all in one.”
“So we feel real comfortable with the growth of that and so our customers are getting really that level of service that they deserve and from our level as well it’s also crafted a pretty good team and business together.”
Arjun chose to get a better understanding of how to operate a business and build these types of processes through the BAI. He believes it was learning how to run a business that was one the keys to his success.
“The concept of business and the concept of buying property are two different things. I felt very, very capable with buying property, I felt very, very capable with genuinely wanting to help people through service delivery, but I didn’t quite, I guess, have the patch in the middle, which was putting it all together. How do I run a business, service people appropriately and continue to work towards my strength of buying them the right property?”
“Ben’s program really helped with that. But as well as the ongoing mentoring and support and the community, you feel sometimes in a buyer’s agent business it’s maybe one of you, one of two, one of three maybe, but when you’re in the community it’s one of the hundreds where we all get to learn and talk and share and help each other with sticky scenarios. And I think as a result that’s what it’s really done for me.”
Looking forward, Arjun is looking to continue to help clients build wealth through property and at the same time expand his ever-growing business, which currently has multiple employees and contractors spread across every state in Australia.
“Firstly I want to move from your localized thought leader to sort of being a national thought leader that’s recognized on a larger scale. And I feel that would be the first major goal of us internally as a business. Other thoughts are to be able to just continually help serve more people and that does mean expanding the business that little bit more. And then the third part is just about how we can continue to work to our strengths, which is scaling a portfolio for people.”
The real measure of success for Arjun and his team are building a relationship with people and having them keep come back as repeat clients. He feels that when your goal is to build relationships with people and move away from simply doing transactions, then you’re business is truly on the right path.
“Every single month that goes by, we have more clients who are coming back repeating and buying multiple properties. I think in five years I just want to be able to look back and see a journey of so many households and so many families where they’ve been actually able to achieve what they set out to achieve, which is scaling a portfolio multiple times over.”
Have you considered turning buying property into a career?
And also what I’ve learned the most or what I’ve integrated from the previous business to the buyer’s agency is people skills and how to communicate with people and connect with people and, and that’s important the most. Definitely.
Welcome to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness around the career opportunities that the buyer’s agent sector provides people to bring awareness around the value that buys AIDS, provide to people who need help buying property. Our goal is to strip back and dive into the remarkable stories and journeys of buyer’s agents. We’re paving the way forward in one of the fastest growing career sectors in real estate in Australia right now. Our guest today is Babak. Hi Arie. Babak’s from Sydney. He’s on the Northern beaches. He’s an entrepreneur at heart. He’s been running businesses for the last 11 years. He works in landscaping. He’s ran two businesses in landscaping where he’s basically automated around 90% of the business, so he does not work in the business. He works out of the business, which has given him flexibility to start his buyer’s agent business called the investors agency.
Babak has bought property himself, not just where he lives but for investment purposes only. His first property he bought was around 10 years ago and he’s bought investment properties on a national level, so Babak’s buyer’s agent business. He’s focusing on principal place of residence, the Northern beaches, and he’s also buying investment properties on a national level and what he’s doing now with his buyer’s agent business, he’s implementing and integrating a lot of the skills that he’s learned running his businesses and now bringing this into his buyer’s agent business so he can also grow that. Also today I’d like to introduce Babak. Welcome Babak. Thanks Ben for having me. Pleasure to be here. Great to have you here. Thank you mate. I’ve always wanted to ask you this. How did you get into landscaping? Easiest thing to fall back on after school.
I actually have no interest in landscaping. It was just a few of my other friends did it and just got into it and it’s very, very easy. And after a few months I realized, well, I worked for someone else for a year, but I realized it’s so simple I might as well start my own business. You bought your first property similar time to, I’m assuming when you started your landscape business, correct. Yet, I’m assuming you liked property more than landscaping? 100% yes. Did you ever think of becoming a real estate agent? No, never. A lot of buyer’s agents that I speak to, including myself, always wanted to get into real estate, didn’t want to become a real estate agent. And then when they realized they could become a buyer’s agent has jumped at that opportunity pretty much spot on. Yeah. I, I always had a healthy obsession with property. Um, but landscaping was the vehicle to allow me to do what I wanted to do for property and I automated the company thinking, no, that’s the dream.
That’s what everyone wants to do. And as soon as it was automated, I started going down a bit of a spiral. It’s not, it’s not, you know, it wasn’t what I wanted to do and I needed a purpose and, and you know, I was quite fortunate that I could start a business in what I love, which was property. It’s amazing that you, when we said the word automated, which was around 90%, you share with me, I’m assuming that’s giving you autonomy to fully step out of the business and the business just ran itself. Is that what you mean by that? That’s right. Yeah. So it takes about an hour a day. Um, I’m still the point of contact for a lot of the clients, but I’ve got systems in place for all the boys to work together and, and um, and quotes and quality control and all that sort of stuff.
But I’m still the point of contact for the clients. The next step is to fully automate that.
So and so out of that or would you keep it?
No, I would keep it. Um, I see the landscaping maintenance company as the red role of a real estate agency. So that’s going to be the regular cashflow coming in. It’s going to be the safe, secure, regular income and the buyer’s agency can be the, you know, the shiny, exciting sales part of the business. Yeah. Nice. And if you commenced your buyer’s agent journey for the last, how long? Six months. Yeah, I started in may last year. I finished, yeah, I started the company in may last year and we were talking earlier and few things came to light, which I thought would be good to discuss now as one is you said you were fortunate enough to have an income coming in via your landscaping business to support you while you were learning.
The trade is a buyer’s agent, right?
That’s correct. Yeah. And I think for anyone looking to get into this, right, if you can have that supplementary income supporting you, it’s a lot less risk. 100% yeah. If you can, if you can have a regular income coming in or if you have enough savings backing you then, then yeah, it’s a lot less risk and a lot safer and, and you’ll go a lot further in succeeding I think. Because if you have that, that stress on your shoulders that you’re cashflow poor and you don’t have that income, I think your pro, your potential clients will see that as well when you get in front of them. Yeah, exactly. That’s right. We also talking around, you had a client meeting earlier on in, you know, the, for your first few months getting going. Yeah. And they obviously, from what I understood, maybe found a property themselves.
They didn’t require your service then they referred you to a family member to their son. So let’s talk a bit about that because I, I thought that that was, uh, that was phenomenal hearing that. Yeah. So it was a, a more mature couple. They had investment properties all around Australia and they were looking for owner occupied house on the Northern beaches, close to their son, close to one of their sons. And he was honest with me and he said, look, we enjoy the process. We’re here for another two weeks. If we don’t find a property in two weeks, then you’ll be, the business is all yours. And I felt the, I felt the meeting went well, but when they say that, you know, it’s a little bit demoralizing, but I did, I did feel it went well. And then a few months later I got, I got re the son of that same client was that the son of that same prospect reached out me and, and I’ve got the business.
So yeah, very good. I mean, to me what that screams out is obviously you built a high level of trust. There was credibility, there was rapport for, for them, just to be honest and let you know, which has happened to me before, where there I’ve found something or I bought something, I don’t require you any more. But then to refer someone in their family, that’s a big win. Yeah, 100% it was, it was really, it was very, very rewarding. Uh, even though I didn’t get that first sale, it was a very, very rewarding knowing that they referred their son onto me. Cause I know I did everything I could of in, in my prospect meeting. Do you think with the skill that you’ve developed over 11 years running two businesses, you’ve obviously got staff, I know you’ve got around eight staff, right? Yep. So you know what it’s like hiring and doing all the fun stuff.
Do you feel like that you’ve been able to integrate a lot of the business lessons that you’ve had from your previous business into this new business?
Definitely, yet 100%. And also what I’ve learned the most or what I’ve integrated from the previous business to the buyer’s agency is people skills and how to communicate with people and connect with people and, and, and that’s lovely at the most, definitely. It’s such, I mean share your experience, but for my experience, like I came from the corporate world and I was a young guy when I got into this and I hadn’t run businesses like you or manage people and all that stuff or the fun stuff. I really feel that this simple skills that you do well at in this role, which you said people skills, communication, listening, you know, I think there’s very simple skills you need to succeed in this role.
Did you agree?
100% I am not a sales salesman. I never have been a salesman. And I was concerned about that to be honest. Uh, going into this new business in real estate, I was quite concerned about not having that skillset and I think Sophie has worked in my favor not having that skillset. I don’t have the sales side, but what I do have is just listening and understanding and solving the problems. It’s true. Like I said, as everyone knows, I didn’t come from a sales background either and I totally agree. It worked to my advantage and I think it could work to a lot of people’s advantage getting to this sector because it’s consultative, right?
As you said, you’re solving problems, you’re listening, and we’re here to see if it can work or not. So let’s talk about what’s going on with your business.
Because I know for a lot of people, including myself, it’s, it’s never Rosie, there’s always, it’s like a yoyo roller coaster, whatever you want to call it. It’s up and down as an entrepreneur. Obviously you were sharing that the first six months was taking time to build momentum. Right? That’s right to the first six months. It’s a lot of ’em prospects, a lot of, um, referral partner meetings and, and getting your name out there and a lot of stuff on social media and, and just, um, just getting comfortable with the space because it’s, it’s a brand new industry. It’s a different beast ride compared to landscaping. It’s a different beast. So just getting comfortable with, with, with the space and what you’re working with. That was the first six months. Yeah. And did things move as fast as you thought or, I had my expectations, quite my, my expectations were quite realistic.
Um, the first six months than I, I, I knew it was going to be quite difficult and it was. Um, but after that it was, I feel like I was just filling up that pipeline in that funnel and it really just started taking off from there. Yeah. I love, I’m noticing online you’re doing deals, you’re signing up a lot of clients.
How many clients you sign up recently?
So we’ve got four in the past four weeks. We’ve got two this week, um, who are trying to get the finance sorted for us, potentially six in four weeks. Wow, that’s good. So it’s now a lot of the work, I mean, I’m just finished reading a book called atomic habits. We’ll talk about that earlier and it very much talks about you 1% a day, 1% of effort every single day. And it starts to compound 100% and really focusing on daily activities and really focusing on systems instead of goals.
And then everything starts to build. And I’m assuming that a lot of the work you put in in that first six months is now gaining momentum. Exactly. That’s shot. Yeah. And, and it’s also, it’s like you said that all the work you put in initially start, you started getting the my momentum. But also when you get a bit of traction, people can and you get a bit of traction and a bit more, um, confidence and you start getting in front of more prospects and the way you’re talking, your language, your body language, all that sort of stuff. People read that, right? So it’s all just a matter of, um, you know, really hustling that first six months and, and having realistic expectations. But as soon as you start getting a bit of traction, uh, people feed off it and they can, they can sense it.
It’s on that point regarding communication. Verbal, verbal communication plays a very small part. Body language tonality play the most important parts when you’re talking with prospects or talking with people. And so what people don’t realize a lot of the time that the words that we’re saying aren’t that relevant and it’s around, you know, when you’re talking about confidence, it’s around, people can feel that. They can see your posture, they can judge you by the tone of your words. That speed speeds obviously got to do with confidence if you talk way too quick. And so there’s a lot to to do when we turn up to meetings regarding communication. These are just skills that we learn throughout life. Right? Exactly.
100% I think the landscaping stuff helped me quite a bit, but I, it was a lot of, it was subconscious with the landscaping stuff, with the buyer’s agency stuff, I’ve made it a lot more front of mind and I’m really trying to focus on it and better myself and, you know, reading books and, and um, and, and just taking advice and listening to other people.
Cause like you said, the language is 10% the rest of it’s the body language and persona. Yeah. It’s so true. Are you happier now running your buyer’s agent business?
I’m much happier. So I actually thought the dream was to have it fully automated business before. And as I mentioned, I started getting quite bad anxiety and started going down a spiral. And, and now I’ve, I’ve never been happier. I’d say it’s a cliche, but if you love what you do and it doesn’t feel like work and it sounds cheesy and it’s true and um, I guess I’m really lucky that I found something that I found a passion that I can monetize cause a lot of people can’t do that. It’s true. And I think, you know, mental health, it’s, it’s, it’s, it’s increasing everywhere. Especially in, I know in the States and Australia and a lot of us do is people I don’t think are working on purpose.
They’re, they’re stuck in jobs they don’t like or running businesses they don’t want to be running and it takes its toll right after. I like that compounds like I was in that space when I’ve worked, when it’s a corporate like it, it compounds and a few years or 10 years or of that it has impact. Right. 100%. Yeah. Talk through the client experience in the sense of are you enjoying a lot more working with the client, communicating with the client, developing a relationship and then buying like compared to what you’ve been doing previously with your work. I know you’re so out of the business now, but I do know that you’re telling me you were speaking to clients in your landscaping business. Are you finding it a lot more fulfilling working with clients in the buyer’s agent capacity?
100% because it’s what I love. It’s a passion.
Real estate is what I love and I feel like I’m adding a lot more value to someone’s life, finding them their forever home or finding them an investment property then renovating their gardens for their family coming over before Christmas. You know what I mean? Like so it’s 100% yet. What do you love about real estate so much? I know you started obviously 10 11 years ago buying your first property, but I mean everyone talks about real estate in Australia and I’m just curious to know like what drew you to it and what do you love about it? No one’s ever asked me that question before. So I got into it first because when I started working full time, my dad were living at home with my sister and my dad said either move out and pay rent or start paying him rent or he’s going to buy us our first investment property and we paid the mortgage.
So that’s how I got into it. And we obviously took the latter option. Um, he bought us an investment property and, and, and yeah, we started paying, you know, my sister and I started paying it off and it could be you just start seeing the results maybe then maybe that was the less I saw the results and, and I saw the, the power it can have in terms of investing if you do a properly. And I think that’s where I just grew a healthy obsession for it. Yeah. It’s interesting because it’s so talked about in this country, it’s all over the papers, the news magazines and people love it here. People throw everything. They’ve got a lot into their primary residence. It’s, it’s, it’s a, it’s a, it’s an, it’s an amazing obsession. But I always just get curious around why certain people fall in love with it.
Some people are trying, obviously just primarily build wealth through assets. Um, some are looking to obviously have passive income. I mean everyone’s got different strategies focusing on the Northern beaches. So that’s where you’re from. You’re from Narrabeen yeah, I mean I see that as a big market, especially for PPOR. It’s a great market. It’s an expensive market, a lot of opportunity there. Are you planning on dividing time between that and any investment on a national level, you now want to focus more on one or the other or how’s that?
So I originally started the company to only help investors find investment properties and I started getting quite a few inquiries for people looking for an occupied on the Northern beaches. And I know most of the agents in the area. I know the area back to front. Um, I’ve spent the past 25 years on the Northern beaches, so it just seems crazy to not not add value to people in that area.
So now I’m focusing on both building both of it up and sort of see where it goes. My true passion is helping people create passive incomes. That’s what I am passionate about. I’m helping people create portfolios and finding a mixture of growth and yield and balancing it together so they can live off the legal, live off the income and eventually give up work if they want to. However, just because of the contacts and the knowledge I have on the Northern beaches, I, it would be a shame not to help people there as well to leverage that. When you say contacts, I assume you’re spitting out real estate agents. Exactly. You know a lot of agents there. Yeah. Most of the agents on the Northern beaches. Just because you, while your landscape and you love property and you kept inspecting properties and just buying property and buying property.
Lots of work with the landscaping companies for real estate agents. A lot of the agents we grew up wearing that around the same age we grew up together. Um, so just a mixture of all three. Yeah. It’d be crazy not to leverage that. Yeah. And so have you started getting some referrals from real estate agents? I haven’t done, yeah. From a few of the few of the local, there’s agents that we grew up with, so, so yeah, it’s been good. And the national buying, so have you basically earmarked specific States that you are buying it? Exactly. Yeah. So I’ll do some research on a macro level based on what States have the population infrastructure, supply and demand, all that sort of stuff. And then, um, and then we just narrow it down onto a micro level from there. Each area we buys different based on the client’s needs.
So you know, someone who’s on $300,000 a year, we’re not going to go find them a $300,000 property property on the Northern beaches, I mean in Brisbane, sorry. You know what I mean? Whereas someone who is on $60,000 a year, they might need several properties to add to their income. So where we’re finding for our clients is really dependent on what their goals and needs and wants are. Yeah. I mean it needs to be specific. It can’t be like that one size fits all approach. So we real estate agents in different States. Do you fly there, meet them, build up relationships with those people? Yes. So that’s quite difficult actually though. It’s, it’s hard because you know, we’ll, we’ll, we’ll have a look into the data and there’ll be an area where we think it’s really going to perform and then we have to start working really aggressively to build those relationships in those areas.
So, and it’s hard because those agents have buyer’s agents and contacts that they’ve used over the past 20 years. So that’s quite difficult. But I guess the, uh, it’s hard. It’s hard in that sense, but at least like, we know that we’re buying an area that’s going to be performing very strongly. So what we don’t, what we can’t get in terms of the contacts as much as the locals we get in terms of the research, we have access to the data, we have access to negotiating with agents in different areas of say Queensland in let’s say a regional area that you may not be buying infrequently based on the Northern beaches. And you knowing the agents and chatting with them and growing up with them and then buying property there for yourself.
Do you find the negotiations are different, easier in Brisbane? Really?
Yeah. Easier in those areas that you just mentioned, if I finding the $300,000 property, $400,000 property, it’s easier to negotiate.
It also depends on the time of the market ride. Right now in the Northern beaches, if I’m the agent’s friend, they’re not going to care because the markets, there’s 60 people going through the open homes.
Do you know what I mean? So I have the contacts and they give referrals and give me access to off-market property and stuff. But being able to negotiate, they have their clients’ best interests at heart. Do you know what I mean? They have every right to, um, do everything in their power to, to sell the house at the highest price. That’s what they have to do. Yeah. So we’re at Brisbane at the moment. In some of the areas, there’s nowhere near as much demand, so we can negotiate much more successfully as part of our role. I strongly believe that is our relationships with the agents to have strong relationships or to know how to negotiate with them, especially better than the average buyer.
Do you enjoy the negotiation with agents on behalf like that? Is that a part of the process you like?
I do. I enjoy it. And it’s, it’s a lot of it’s about understanding how each agent works, right? And you get to know that over, over, over time. So on the Northern beaches, I know this agent works in this way that this agent works in that way, this agent doesn’t like going to auction. They’ll take off those prior to auction. You know what I mean? So it’s really understanding about how each agent works and working with them to get the best result. Yeah, it’s a very good point around understanding what is the preference of that agent.
Do they love to clear stock prior to auction? If yes, let’s give them an offer, let’s close it. 66 w let’s do a deal. Um, yeah, it’s interesting and that that’s, that’s a lot of the value, I believe why people engage us as buyers agents is so we can strategically make effective decisions on their behalf to get the best property at the best price.
Right. 100% yeah, and I mean Queensland, it’s, I mean, I’ve bought property for myself there before. It’s, it’s such a different ball game. Just dealing with the agents there, the way they do business. It’s an indifferent States. It all varies. It’s, it’s quite, I mean it’s, it’s, it’s fascinating. Don’t you think? 100% I was having a laugh, actually. I inquired with an agent on Saturday and he didn’t get back to me until Wednesday night. 10:00 PM he sent me a text message at 10:00 PM and I was just thinking to myself, if an agent did this in Sydney, they would lose. They wouldn’t, they wouldn’t survive. You would not survive. It’s true. Yeah. Their, their work. I mean, I don’t know if their work ethic is different, but it definitely, everywhere. There’s just a different vibe. Even the Eastern suburbs, the Northern beaches to the agents in Sydney.
I feel like there’s a different vibe in a West and Northern, like everything’s just a bit different. Yeah.
What are plans for your business? Right?
So you’ve obviously getting a lot of traction now for six months, a lot of building, building systems and you know, building your network, et cetera. Now you’re getting traction. What are the plans for the next six months? So I’m not going to take on admin the moment I was thinking about someone, another sales position, but if I take on another sales position, I’ll just end up be DePaul, end up doing their admin. So I’m looking to take on admin shortly and that’s really going to be in the next six months in terms of putting for taking, putting someone else on. Um, but I, like I said before, I’m a firm believer of not trading your time for money. So the medium to long term goal is to hire staff.
And I mean, I’m doing what I love, but I feel like if I was going to be a sole trader, I would just work with someone else. You know, that’s sort of my belief. Some people might not agree with it, but if I was going to work for myself, you might as well just save, save the hassle of having your own business and work for someone else.
That’s how I feel. Yeah. So you, you, you’re, you effectively will hire people. So there’s revenue coming into your business just outside of you. Exactly. That’s interdependent on that amount and that, that, that I agree with that philosophy. That’s why we’re in business. Right?
Yeah, that’s right.
Otherwise you’re right. Go, go work for someone else and don’t deal with the, all the headaches. Yeah. Are you planning on it all focusing more on PPOR or are you planning on just having a healthy mix for the investment slash people por probably for now a healthy mix, but that will change.
Um, I assume it will change. I guess I just got to see where, where it gets traction at the moment. My passion, like I said, is uh, helping investors. But that might change. I might start having a real passion for PPOR as well. So at the moment, a healthy mix and we’ll see how it goes. Had there been any surprises starting this business? I mean I know start, I mean I’ve started multiple businesses and but is there anything that like that you, that you weren’t expecting when you started this business? Was it, was there anything that has kind of shocked you in a good way or about like has there been any, I guess aha moments just has there been anything that’s kind of really, cause it’s what, from what I’m been hearing, you’re working previously running your Lance and you still are your landscape business, obviously not that fulfilled.
You’re running a new business now where you’re, you seem connected with the work, it’s your passion, you’re monetizing your knowledge. Has life changed in a good way? Like as has anything 100% like I said, I, I was, I had anxiety and we’re talking earlier, I was waking up with clenching my teeth all night and, and a whole heap of stuff which had underlying issues I think with not having fulfillment. And since, since having, since starting the buyer’s agency, that’s all disappeared. I’ve, I’m up at 5:00 AM every morning. Never had more energy. I used to have two double shock coffees a day. Now I just have one single in the morning. Um, I don’t need alcohol to unwind after a big week at work. You know, it’s just if you’re doing what you love, you don’t need, it’s just, yeah, it’s great. I haven’t, I haven’t looked back in terms of anything.
I wasn’t prepared for course, honestly prepared me for everything. So I was sort of, I, I knew what was, I knew I had the expectations with that. Yeah. It’s, um, I, it’s, it’s, it’s nice and reassuring just hearing around how you were looking after yourself previously and now when you are connected with your work and you’re fulfilled, you don’t need that stuff is like vices. And that’s, I mean, the, the, the goal I think is for all of us on this planet to be doing what we love and a lot of us aren’t. And so when you’re not, I think in tune with what you’re supposed to be doing, it causes a lot of friction. I feel like life can really get wild. 100% can get wild.
So before we finish up, have you got any like big grand plans for this business? Is it something, I know you want to hire staff and you’re obviously a, you know, you’re an entrepreneur and you know how to run things, but are you looking to grow like your business for example, or have you even thought about this to have offices in different States?
Are you just focusing on the next six months on systems?
Obviously maybe an admin hire and just keeping it simple like that. I haven’t thought grand plans, but I do, I do want to office, I’ve had that vision of, of having a nice relaxed vibe in the office. So when staff want to come and go, not set nine to five hours, they have the choice to come and go as they please. As long as the tasks are getting are getting done. Um, I have this vision in my head, but obviously obviously we’re moving further and further away from the typical office nine to five, you know, society’s moving away from that. So I’m not sure if that’s going to happen, but I’ve always had that vision of, of having you know, staff and, and having a really cool work life balance, but have that place where people can, where we can all work together if we choose to.
Yeah, that’s awesome. And so leading up and put a finishing off now, what, where can people find you?
So on all the socials, uh, the investors agency or Babak at the investors agency as well on Instagram, LinkedIn of course on the website, theinvestorsagency.com.
Awesome mate, great chatting. And congratulations like just hearing how it is isn’t always so rosy, but when you do put in the work, while it’s not rosy, it does pay off. And I think that’s a very, very powerful outcome when you do your daily activities and you stay resilient and you stay true to where you need to go. So congrats. It’s great hearing about your success. Thank you very much. Thanks for having me. You’re welcome. So check out Babak, where he just mentioned he’s a real good entrepreneur, knows what he’s doing. He’s bought property for himself, not just to live in, but for investment purposes only.
Especially if you are looking around the Northern beaches, whether it’s you know, to move and relocate or you want to look for investment properties. He’s actually based there and he’s building a presence there and he knows a lot of the agents very well. So it’s very, very good market knowledge, but also on a national level investing. He’s done it himself. He’s buying for clients now. So check out Babak. It was awesome chatting. And more importantly, it’s just great to know when you are working on purpose, how your life can on all levels. And you heard Babak story around where now that he’s working on purpose, that vices that he used to do in order to feel better, he doesn’t need them anymore. So it’s a good message for all of us to know that it’s important to work out what we love to do and make change. If you have to see a next week.
Please watch the full episode here:
Have you considered turning buying property into a career?
It’s a false perception that the measure of somebody’s success is only dependent upon how well educated they are. People choose different career paths, some of which do not require formal education. Mr. Luke Bailey, who is a prominent property investor and Buye’r Agent in South Australia is one such person.
Originally from a town near Adelaide. Mr. Luke was never a studious student. Forced to do a trade that didn’t require study, he decided to become an electrician right after his 17th birthday. He worked in this profession for about 12 years after quitting it and following his passion that was property investment. Now, he has a significant property investing history.
His passion for property allowed him to transform his career to become a Buyer’s Agent in Adelaide. Now he runs his own Buyer’s Agent company called Fourtier. Luke has generated north of 6 figures by buying investment properties and also doing development projects. This is a great achievement from somebody transitioning from another carrier.
His mentor was his father who advised him to save up and invest in property or shares. His first purchase was near his hometown of Adelaide. It wasn’t a good investment but he still owns that property. Its price has gone up over 7-8 years. The good thing was he started investing in property.
The strategy Luke used to build his portfolio was understanding that capital growth is great but manufacturing acuity through development and renovation projects is also important. This is something he learned through experience.
His portfolio ranges over Tasmania, Queensland, Adelaide, south coast, Brisbane, and Hobart. His focus has remained in South Australia.
Transitioning into a new career
His career as an electrician was partially forced due to average performance at school. Back then he was focused on job security and earning a decent amount of money.
Being an electrician paid well but in his opinion, it’s a money trap. You have to live away from your family, 3-4 weeks at a time. In his late 20’s he realized that this is not for him.
He had a passion for the property business but never wanted to become a real estate agent. The idea of cold calls and knocking on doors didn’t really appeal to him. He was much more interested in buying property.
Not coming from a sales background wasn’t a problem for him. He believes that sales are leaned through a process. His unique selling point was using his experience as an investor to bring value to the buyer. A Buyer’s Agent in Adelaide has to be a problem solver. You have to solve the issue of time or stock for your client in order to be successful.
Buyers Agents in Adelaide
Luke now buys property for people all over Australia. 50% of his clientele is from South Australia and the rest are from Sydney, Melbourne, Brisbane, etc.
There are not a lot of buyer’s Agents in Adelaide. The lack of competition is a trap. It makes you complacent and you might not give your 100% effort.
Now, he is focusing on investment properties and development sites. Along with that, he does renovation projects which are usually 6-12 months long. There are not many auctions in Adelaide as compared to other parts of the country. It’s more like private sales.
He also offers project management for renovation projects which includes development approvals and subdivisions. Renovation projects came naturally to him as he is from a construction background.
Challenges of New Business
The construction life is difficult, long hours, staying away from home. The transformation for him running his own business has been huge.
Running a business is always challenging. The most challenging thing for him is client management. The transition from working with tools to now managing client has been challenging. Similarly, marketing and sales have been something he has had to learn and master.
Things do not always go to plan. Sometimes you are unable to close the deal. Luke’s priorities were understanding buyers’ needs and seeing if he will be helpful to him. He has done a lot of personal development courses for self-learning. He believes that life is a journey of education.
Luke has learned that you can achieve more than what you think you might. We all have limitations in our minds which are there through our past experiences. But you can achieve 100 times more if you believe in yourself
He aims to be involved in more development projects around Adelaide. That is what he like the most. He also wants to educate more people in opting for a career as a buyer’s agent in Adelaide.
A common trait of successful people is that they carve the path of life through hard work, perseverance, and honesty. These are the attributes that have helped Mr. Jack Henderson built a lifestyle by design. He has achieved massive success as a Buyers Agent in Australia in a short period. This is the story of Jack and how he transformed his career from the construction industry to a top Buyers Agent in Sydney.
From a very young age, Jack had evaluated that school was not for him. He quit school at the age of 15, and by 18 he had bought his first property. Jack’s philosophy is that you need to learn from people who are in a position where you want to be. That is why he quit school and did not go through the formal education road.
He started his career as a heavy machinery operator in the mining industry. During his job in the mining industry, he was able to save money and buy multiple properties building a multi-million dollar portfolio. This is very rare for a person of his age and experience.
But like most careers out there, after some time, it gets stagnant and money cannot fill that void. The same was the case with Jack. He felt stuck in the job cycle and wanted to build his own business.
It was then he started dealing in property part-time. Working part-time gave him a taste of what freedom this line of work had to offer and he aimed to transform this part-time activity into a full-time business. He took a leap of faith saying goodbye to his job and started working full time as a Buyers Agent. Now he works 7 days a week and it does not feel like work at all.
The Role of Social Media
Jack is a person full of confidence. He knew his full potential and wanted to live up to it. One of the secrets of Jack’s success has been social media. Many people do not know Jack’s story and his path to success. But through his Instagram channel, he has inspired many.
Just recently he met a very successful real estate agent who is doing 120 sales a year and he told Jack that he was motivated by his Instagram stories. Having his brand has helped him grow in one of the most competitive industries in Australia.
Jack has exploited the power of social media, establishing himself as a reliable Buyers Agent in Sydney. He shared his story on his podcast and started leveraging other people’s audiences. He probably did 30-40 podcasts. And that’s how he became a familiar face in the real estate industry. That is why people trust him because people recognize him.
Standing Out In The Crowd
Jack has always been a purple cow and owes this attribute to Ben Handler. He achieves this not only through his personality but also his unique dressing sense. He is one of the very few real estate agents who does not wear a suit. Standing out in the crowd through his outfits makes him a talking point. He does not blend in, he stands out.
No real estate agent who wears shorts. Jack wears them because they are comfortable. This mentality also works on social media. As opposed to people who are posting colorful pictures, Jack posts black and white photos. Because people need to notice you. It is necessary to build your brand.
For 2020, Jack has set some financial goals for which he is on track. Also, he wants to hire his Mom. He wants to work with his Mom so she can see him grow and capture all of this using a full-time videographer. This helps reinforce his personal brand all the while working with the person he loves the most.
At the end of the day, Jack is a people’s guy. Building relationships with real estate agents have been easy for him. The reason is that he builds the relationship with the human being and not the profession. When he meets somebody for the first time, he is looking for relationship building, business comes naturally afterward.
He has been very blessed in terms of being around successful people at a very young age. What he has learned and advises to newcomers is to not be like people in jobs who are chasing money. If you think reaching a certain dollar figure or acquiring assets will make you content, that’s not the case.
Follow your passion, happiness and money will come as a consequence.
Please listen to the whole podcast here:
Have you considered turning buying property into a career?
I saw what you were doing, what other buyer’s agents were doing through podcasts, and just decided like if I don’t give this a crack, I’m kidding myself. Like I have the, I have the knowledge from what I’ve done myself. I’ve helped friends and family out. I just thought, wow, I’m crazy if I don’t give this a crack.
Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness to buyer’s agents to bring awareness around the career opportunities that the buyer’s agent sector is providing to people to bring awareness around the true value that buyers agents are providing, people who need help buying property. Our goal with the show is to strip back and dive into the opportunities of remarkable buyers agents who are now paving the way forward in one of the fastest-growing career sectors in real estate in Australia. Right now. Our guest today is George O’Brien. George has got an awesome story. He left school at 16 he then went and joined the mining industry as an apprentice working as a diesel mechanic. He stayed there for eight years earning really good money. At 19 he bought his first property. He’s 25 now. He’s got four properties and he has left the mining industry after eight years to really pursue his true calling and passion, which is buying property.
He’s now a buyer’s agent who runs his own company called Future Property Co. based in Newcastle. He’s currently specializing in Newcastle in both investment and principal place of residence with an intention to spread his business and move at a more national level for not just investment purposes, but also commercial. Today I’d like to welcome George O’Brien. Hey, go mate. Thanks for having me. Thanks for coming here, mate. Yeah, no worries. How long was the drive from Newcastle? Just over two hours. Just beat the peak hour. So it wasn’t too bad. Very nice mate. So there’s obviously a lot of people making the career moves now and jumping into the buyer’s agent space. From what I understand, I move when we first spoke, you are obviously in the mining sector in the last eight years and you’re earning very good money, right? Yeah, yeah. Quite good money. Why did you decide to make the move?
Well basically to start off with, uh, I went to school, sort of went through school. I was quite smart but didn’t really apply myself. I was more there for the football. I played rugby league, uh, and the girls, my mates, that sort of thing. So when it comes to the end of year 10, I wasn’t quite sure what
I wanted to do. I was playing quite high-level football at the time. and I, I genuinely thought I was going to be an NRL player or a rugby league player. and if that didn’t work I would fall back on being a builder. so the building was always in the back of my mind. Uh, I decided to go to year 11 to play football, like the Catholic school football system and had an F a lot of injuries over those couple of years. So, I had two knee reconstructions and shoulder reconstruction, uh, dislocated my hip. I had a terrible run. Uh, and that just ended my football career, like professionally or seminar professionally. at that point. so I decided to leave school and become a builder. So I did a couple of weeks of work experience. The builder loved me, wanted me to get an apprenticeship and I was about to do that.
And then I realized that there were these mining apprenticeships going on up the Hunter Valley. There are quite a few underground and open-cut mines up there, but they’re quite sought after those, uh, apprenticeships. So, I applied for about five or six of them and got all four of five or six of them. I can’t remember. There were about 2000 applicants for each thing. and I don’t know how, but I got through the aptitude tests. on most of them and got an interview. And when I got those interviews is where, where I really sold myself. And I think they like me. I decided to go with an open cut mine. Uh, so this point I was 16 and started my apprenticeship there. So that went for, for four years. Uh, and that was great. That really, gave me a head-start as opposed to people going to university, which I still think is great going to university, but it just wasn’t for me.
That sort of thing. So from 16, I was earning really good money. and from 16 to 18ish, I just, I was a young kid, I was partying. I was having fun. I didn’t save a cent. Really. All I had was a banged-up highlight to my name by the time I was mid 18 years old. and my dad sort of said to me, look, mate, I was young once. I know you’re just having fun and you’ve got plenty of time ahead of you, but by just if I could advise you to do something, it’s just buying a property. he wasn’t an investor by any means, but he knew about the property. So I bought my first property a year or two later, a year later I realized what that property had done in the Newcastle market. Quite a good time. realize the power of property investing in just completely, that was the moment that the penny dropped for me.
Continuing on, obviously built my portfolio, but, uh, I was working in mining. I had, uh, a couple of properties behind me. I was earning really good money. and I was sort of, I felt like that was all, if I wanted to stay on and be a supervisor in the mines, I would have had to do another 10 years. There. I was travelling sort of three hours round trip a day. I’m doing 13-hour shifts, night shifts, weekends. It was quite good money, 140,000 odd dollars a year. but I was just utterly unfulfilled. I had this entrepreneurial spirit. Once I started reading books and listening to podcasts and seeing people like yourself, I always wanted to be my own boss. I always wanted to strive for the next, uh, thing. And I just found myself at a, at a dead end. the atmosphere up there, the people, there were some really good guys that I worked with.
I learned good and bad things about work ethic up there. but when I realized what I had done through property investing and the life that H had created for myself by building that base, I’d said to my girlfriend, I’m getting into real estate. I didn’t know whether I really am obsessed with the finance side of things. Obviously investing is a game of finance. So I didn’t know whether I wanted to get into that being a sales agent or buyer’s agent, but I said to my girlfriend, right, I, let’s go, let’s, I’m quitting my job. I have this abundant mindset that everything would be okay. and obviously that was calculated. So, I said, Oh, our portfolio is sitting there. It was basically neutral, let’s go travelling for nine months. So, we went backpacking around South America and Europe and that was amazing.
We did lots of surfing and yoga and drinking and partying like it was, it was so fun. and it was really what we needed. And in that time I saw what you were doing, what other buyer’s agents were doing through podcasts, and just decided like, if I don’t give this a crack, I’m kidding myself. Like I have the, I have the knowledge from what I’ve done myself. I’ve helped friends and family out. I just thought, wow, I’m crazy if I don’t give this a crack. So I got back, uh, at the end of last year, sorry if I’m battling on at the, I got back at the end of last year in October and decided that in this January I would launch my own company. I tossed up the idea. I reached out to a few well-known buyer’s agents, that, that one that I had used, a couple of others about working for someone I really wanted to, I didn’t want to jump in and think I knew everything.
I really wanted to do a trade as such, under a really well-known buyer’s agent that had a good brand, good ethics, all that sort of stuff. But then once again, that entrepreneurial spirit in me, I wanted to have worked my own hours. I wanted to go for a surf and a coffee and do CrossFit every morning. All of that sort of stuff. So, I just, I, I toyed with the idea of working for someone and then just decided, wow, just, let’s, you can do this on your own. I had, I had inquiry coming in. I started marketing on Instagram late last year, and then about, on my birthday on the 7th of December. the, I decided to just launch it. I had enough inquiry coming in. I’d done my formal licensing over a fairly quick period of time. started the business and thought, let’s go.
So, from, uh, from the 7th of December. So tomorrow to be two months. I’ve actually signed up seven clients. and it’s just, I, I just haven’t looked back. There’s been hard periods, tough periods where I do second guess myself, but, it has, it has just taken off and I’m just so happy to be able to help other young people buy property, build their portfolio, and just create a lot, live life on their own terms basically. It sounds cheesy, but that’s really what we’re trying to do. Where am I at?
It’s a quite a story, quite a journey and I guess it’s a, it’s amazing that you’re following, I guess that entrepreneurial blood that’s flowing through you, which is to get out there and do your own thing and you’re able to get out of that, uh, get out of that previous work, that career, which was the mining and actually take and have the courage to then take the leap to start your own business. I think that’s always very admirable. I mean, I’ve done that and I obviously I’m trying to inspire other people to do it. What have been the challenges, I mean the last two months, what have been some key challenges that you’ve noticed?
Yeah, so I’ve, I’ve found that I knew I had the market knowledge of real estate, what makes markets tick, what like, like cash flow, finance, all that sort of stuff. I knew I knew the fundamentals. but I, I guess I wasn’t quite aware I’d been told. But about the organizational and the accounting in the and the, the marketing actually getting that, those signatures on that dotted line is what it comes down to. Cause you can be the best investor in the world and have 20 properties. But if you can’t have that value proposition and show people how much value you’re adding for the, for the fee that they’re paying, there’s just, it’s just not a no, no brainer. Like you can’t, you won’t do well in business. so I’ve found that to be the hardest thing. Believe it or not, I’m quite an introvert.
I get quite nervous. so sometimes it’s hard for me to portray what I’m trying to, to do for clients cause I really do have their best intention at heart. Uh, but, but what I’ve found every, every situation that, I mean I’m getting better and I’m growing. and apart from that, the other challenges our guests are being alone. you, it’s really important to have people like yourself, other guys like Jack Henderson and other property people that I talk to. to bounce ideas off. Cause when you’re alone, sometimes taking calls at 8:00 PM in your office, in your undies, it’s like, it’s a bit, you sort of don’t find yourself. it’s, it’s hard. It’s different. It’s putting on the coal mining shirt and going to work, and being in that work environment or not, like it’s, it’s, it’s more diluted. so there’s been a few challenges but none that I didn’t really expect. And it’s, yeah, I haven’t looked back to be honest.
Seven clients in eight weeks. Did you expect it to grow that quick?
Well, I had an inkling, Newcastle’s a fairly small place, of, of spread myself fairly well across Newcastle, Maitland in the Hunter Valley throughout my younger years. I had an okay Instagram following personally. my family is quite well known around there and we have a good reputation from, from what I know. and I, I had a lot of people knew what I was doing already personally. but I guess yeah, I didn’t expect it to take off this quickly, but I was prepared for it. and the challenge with that as well is I had just, I wasn’t going to launch until January. but I decided to launch in December. Not my CRM was still getting set up, my accounting software. My, I was still talking to mentors about the best way to do things and then I had these clients come on board and I had to put that on the back burner cause the clients obviously come first. I’m sourcing deals making that they are looked after. so that’s been another big challenge. But yeah, it’s, it’s been crazy. I, it’s funny, I, I really talking about the different types of clients. I really thought coming into this that I would just purely be focusing on investment. I wanted to dot nail really dig deep on the Newcastle market from an investment point of view for investors from Newcastle that want to invest in Newcastle and from Newcastle that want to invest nationally. but I’ve found, I think five of my, first seven signings have been owner rocks and that, that I didn’t think too much about that sort of stuff. But I’ve really, really enjoy the emotional side of things because I get to work hard for people and, and see there, they’re the smile on their face and when we get a really good outcome for them.
And I’ve found a lot of them have been hybrid deals. So, first homeowners that do want to obviously for the benefits of living in your first home, live in that house for a year or two. And then they, but they really also wanted that investment. So, they want it under market value with add value potential and a really good growth pocket of Newcastle. So, it’s exciting. There are people that are coming to me, they also want to live there for a year or two, but they, and it’s hard to find that if you don’t know what you’re, what you’re talking about. so that’s been really enjoyable. And actually my first client just the other day, I actually helped him move into his first house. it was, he was moving from up the Valley, incest snuck, uh, into Newcastle into the beaches and he was, he was stoked. We’ve got a really good Breno job for him. They’re a really good add value potential. and he didn’t have a truck. He didn’t really, hadn’t moved before. And I said, look, mate, my, my father’s got a truck, I’ll come out. So, I drove the truck out and spend all Friday helping him move in and just stuff like that made it really gets me going. Yeah.
That’s awesome. I mean, that’s great that you know, in your own time, uh, you just help the client and that’s, that’s part of what we do, right? It’s the service, it’s the relationship we build. It’s obviously the love for what we do as well. And as you said earlier, the client, as you said earlier, the clients come first and it’s all about the client experience and the first-class service, right? 100%. So, five of the seven properties, principal place of residence. It’s interesting, there are quite a few buyer’s agents who start off love investment. I only really have bought investment and then they think they’re only gonna focus on investment. And I’ve seen that transition that goes naturally and organically into PPOR. Why do you think that is?
I think especially when for someone like myself who is just getting started, from a business point of view and in a small market like Newcastle, I, I am an expert in that market, in the Newcastle and Hunter Valley market. and I just, I think that a lot of people there, eh, to be honest, I don’t think that they know about property investing. There’s not much awareness around like there is podcasts and books and it’s, it’s really, really coming along. But I don’t think a lot of people that I’m dealing with a fully aware of it, aware of it until they sit down with me and I say, look, mate, you’ve already like your changing from this PPOR to this PPO. Ah, why don’t you hold that and buy this? And then, and that’s what I’m talking about, the hybrid sort of, building your PPOR into your investment strategy.
I think for myself as an investor, like if, if sophisticated investors want to use a buyer’s agent, they might want someone a little bit more experienced or diversified across the States, which I 100% plan to get to. And I understand that they want to use people like that. but for first-time investors or younger investors, I think, they’re, they’re definitely happy to come on board and use someone like myself that they can relate to. And they’re not just another cog in the, in the, in the clock or whatever the term is. So I don’t know if that answers your question, but yeah, yeah, no, I think there’s obviously this client’s just going to grab it, gravitate to you and if they’d like and trust you and feel like you’re the right person, help them buy that Hamlet family home. And you said it’s also a hybrid earlier.
So, I’m aware of that. How that works in the sense of they want to live in it for a period of time with this transition exit strategy of then renting it out. So I think it does serve the purpose. What would you say, well, how would you describe your mindset at the moment? Really, really positive and abundant. I wasn’t coming from a great place when I had my, my nine to five job. and it took a sort of the travelling and starting this business to really open my mind up a lot. but my mindset is just, I, when I want to do something, I struggled to do anything until I get to that point. So with anything in life that I’ve, that I’ve sort of planned to do, whether it be investing in property or getting, being the best at my job or getting a girlfriend, whatever it is, you know, like I, I have to get there and do that.
So I’m super driven at the moment, to, to be the best in my field, to be, to, to pick the store, sort of niche in Newcastle. and obviously expand on that nationally and con, with commercial property, all that sort of stuff. But I’m really driven to be that, that key person of influence in my industry at the moment and my mindset, the things that I do to help my mindset each day is I like to wake up at five o’clock every morning. I have a cold shower, do some breathing, a bit of meditation. if I’ve got time, uh, I do a little bit of yoga, but I really like to go and do CrossFit. first thing in the morning if I cannot do it in the afternoon, but that hour I wouldn’t be real CrossFitter if I didn’t tell you I was doing CrossFit with.
But that hour of just being in what we call the pain cave is what just sets me for the day. Like I, I just go in there and get absolutely tortured for an hour and I love it. It’s, it’s the, it’s like a form of meditation because I’m not thinking about business. I’m not thinking about family, I’m not thinking about bigger issues in the world. I’m focused on staying alive in that hour and it just really sets my, my, my mindset and my hormones, all that sort of stuff for the day and, and allows me to, yeah, be, be successful. So I’m really into all that sort of stuff. I also believe your diet and exercise and, and building your, your knowledge base. So self-development stuff had played a big part and it’s a, it’s a holistic approach to running a business and investing, I believe. Yeah, it all, it all integrates, right?
So, you’ve obviously got the morning routine down Pat and you know, talking about CrossFit and exercising and it all gives releases the endorphins.
George O’Brien: Yeah, there’s the dopamine as well. What about starting a business? Like getting out of mining and just changing your career and running a new business and doing what you love? Like that must be releasing some happy chemicals like Oh, absolutely. at the end of each day, uh, I just look back on where I, what I have done that day and the things that have happened and every day is just a new day. I’m obviously still learning. every day I’m learning new things, but just to be able to work my own hours. So I get up really early to do that sort of stuff and just batch my work. smash it out, go for a surf, smash it out, go for a run and then, and, and to be able to be dealing with clients, and, and bringing them positive outcomes and really changing their lives. That’s what I’m, we’re in the business of doing, is just super, super satisfying. And for me to be there pulling the strings, I’m in control of all that in control of possibly the biggest investment that someone will make. Yeah. The biggest purchase in their life is a super fulfilling it. It’s a, I can be taxing, and, and a little bit emotional because I want really good outcomes for more clients. but at the end of the day, it’s just, I can’t even explain the feeling. It’s super fulfilling. And, and at the end of the day, that’s, that’s what I was after, a higher purpose and to be fulfilled in day to day life. In terms of gratitude. Are you, things are probably moving so quickly for you.
Do you, do you recognize yourself and are you grateful for the lifestyle now? So you said you want to have the coffee, do the CrossFit not work for someone?
Like it’s funny when I was mining, that’s all I wanted. I just wanted to be able to wake up at whatever time I wanted to go to the gym. have a coffee or a surf and just, and flick through my emails and, and lean into the day. but now I find myself, just up straight into the emails that I have to stop and, and take a look in. Uh, I, I’ll get really harsh on myself, saying that I want to make X amount of, of, purchases for people before the end of the financial year. and, and I struggled sometimes to look back on what I have done in such a short period of time cause I’m conscious, I, I’m always looking forward. But I do sit down and usually once a week, uh, with my girlfriend because it takes it, it does take a toll on the relationship as well, the business side of things. But it’s all positive. We’re, we’re working towards a higher goal. But yeah, once a week we sit down and reflect and do some gratitude stuff and it really, really helps cause it all is about perspective as you know, on everything in life, especially business. but for the, for, for my business, and what I’m trying to do with future property co, I, I’ve got a real niche of young people that I’m, I’m aiming for. I believe that when you’re young if you can just build like there are so many people that get stuck in the nine to five and then they drink alcohol all weekend. and they’re stuck in this, right?
But they truly don’t know any different. if I can just show you like younger people through my Instagram stuff through meeting them for coffee, even if they don’t have a deposit, nothing through doing some YouTube videos and this type of stuff, if they can just see what I’m doing and realize that that’s not, they don’t have to do that. all it takes is to save up a little deposit while that you have to grind to start off with. But all it takes is just to save up a little deposit, put your money in the right markets at the right time by the right asset and use it. Use a professional. and if you can, if you can get that first one right, over the next couple of years, you can go again and go again and really build that asset base. And then by the time you’re 25, 30 years old, you can have a really strong asset base behind you and you can do whatever you want.
But I think the secret is really getting started early and a lot of people just don’t know. So I really want to get the awareness out there and show people that it is possible, and, and change their life. Cause I was stuck in that, that, that works. and, and having a beer have a weekend and no real goals. You sort of buying your house by the time you’re 40, you pay it, you’d have it paid off by the time you’re 60. If you’re lucky, then you live off your super. I don’t want that for myself. Uh, and I know I change that and I found a way to change that and I want to show other people, but not, that’s not for everyone. Some people are happy living day today. I have friends that are super duper happy, just working nine to five have their own PPOR. That’s fine, but for people who do want better and feel like they don’t have an outlet, I really, it’s a, it’s my mission to find them and show them how easy it is and how successful you can be if you start early and have the time in the market,
It’s a very powerful mission. Yeah. I guess especially you’ve been there, you’ve changed your life and now empowering and I guess creating awareness for the younger generation to actually understand there is that different way because you’re right there, they’re stuck in this rut. They think that it, that’s it, and then they just, it’s, it’s kind of like a mouse just running around and it’s hard to get out of if you don’t know any different. Obviously, there are two parts of it you can hear. Invest in property or start your own business. And I just think if you invest in property early, that leaves, having that asset base can lead to starting your own business. And obviously, from listening to a lot of podcasts and a couple of books and all that sort of stuff, it’s, it’s a, I’m of the mindset that there is a massive market in the next five to 10 years for people to be creating micro-businesses and doing their own like micro niches and creating their own businesses and living theirs. Obviously it’s the age of the entrepreneur and there’s just so much opportunity out there for people, but they just think it’s normal to work in a job. and yeah, it can be really unfulfilling for some people. So hopefully, yeah, I can lead the way a little bit in that respect.
We are, you already are. I mean, you’ve jumped out of what you were doing made the leap. And so, you already lead leading by example and I think that’s going to be inspiring for people to want to follow your path. And I’m sure like you, you’ve got a good social following, you’re getting good presence, you got good marketing now. So over time, it’s gonna it’s going to create more impact, right? Yeah. Yeah, for sure. That’s the plan. What are the plans? Last question. What are plans this year for future property code?
So for this year I really want to, between now and the end of the financial year, obviously get as many clients on board as I can, but really build my, my brand, the future property code brand in Newcastle. and really dig deep there. with, with clients coming on board in the first couple of months I’ve found it hard to get out and build my B2B relationships with brokers and real estate agents and managing agents, all that sort of stuff.
So, I really just want to build my presence and be, be known as the buyer’s agent in Newcastle, not only for first home buyers but for fifth sophisticated investors upsizes down. So as is all that sort of stuff. So, but by the end of the financial year, I really want to want to be there and have everyone know who I am and be that trusted name. and then from there on forward, I really want to start. I’ve, I’ve got plans to travel up to Brizzy and spend a bit of time there, a bit of time in Adelaide, Perth, a couple of different regional markets and just get on the ground there and and do my own sort of DD and find, find out what little pockets are, uh, working, and hopefully expand the business nationally so people can come to me from Newcastle or elsewhere and I can, source really good premium investments for them nationwide.
And also diversify into commercial as well. I haven’t ever bought commercial stuff for myself, but I, I’ve read a lot about it. I’m super interested in it. So, I really just wanna just expand, but, but not, expand so much and scale so much that I, that I lose focus. I really still want to be a boutique brand, uh, and do really quality deals for people. But yeah, but that, that’s the general overview for this year. But really exciting.
Yeah. Well, I mean you’ve signed seven so quick. I mean, yeah, be scary to think what happens at the end of 12 months. You could have a team of seven. So where can people find you in future property? Car?
George O’Brien : Yeah, so I do most of my stuff on Instagram, which is GeorgeO’Brien_buyersagent and the other places you can find me for the businesses, www.futurepropertyco.com.au
I’m also on LinkedIn. Uh, if guys want to connect with me there and Facebook is Future Property Co. So, I try and spread myself evenly across the platforms. Yeah. Good stuff. Mobile done.
Yeah, it’s great to have you. And just again, inspiring to see people like you get out of the rat race made and stuff. Yeah. Cheers. I just want to say for, for young people that are getting started, people like yourself and uh, and mentors I think are just a huge thing, to, to be able to talk to people that have been there and done that can really reduce the amount of time it takes to be successful in the number of mistakes that you make. Just by leaning into other people, having those mentors there and it doesn’t take much just to reach out and nine times out of 10, they will help you out. So, yourself, my brother, a few other business mentors that I’ve had, really, really helpful. Helpful. So thank you. Thanks for appreciating it. Yeah. You know, Tony Robbins says success leaves clues and find people who’ve done it and just get there.
Yeah, 100% good stuff, Mike. Thanks. Yeah, thanks for having me.
You’re welcome. So wrapping up today, George O’Brien, you can check him out. You can see on the screen where you can find him to understand more about George. I have to me, I mean he screams authenticity. He’s someone who’s just very humble, very real. And at his age, owning four properties. Most people in Australia don’t even own two. And so he’s actually been there, done that. Uh, he’s super committed to his clients. Just hearing about how he spent a whole day on Friday just helping one of his clients move properties, just using his time. You know, we can’t buy time. So giving out his time to help his clients is a, to me, a true indication of how much he cares in our communities to his work. So check out George. He is going to tear it up. He’s focused in Newcastle now, but he will be expanding soon. So reach out, follow him online. See you next week.
Please watch the full episode here:
Have you considered turning buying property into a career?
Whenever I take a look at what kids are learning at school today, I shake my head. Most of the subjects they learn don’t actually help them in the real world. And it doesn’t get any better at University either.
Our education system doesn’t give us the skills we need to succeed in life and have a fulfilling career.
And how do I know? Well, like most Australians… I know from personal experience.
But it’s also because I’ve spoken to hundreds of frustrated Australians who want to have a well-paying career, but they think they don’t have the right skills to succeed.
The truth is, you don’t need a tertiary level of education to make big money.
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But I haven’t just done it for myself. I’ve done it for many other Australians too.
So how have I done it? I’ve helped people to become Buyer’s Agents and start their own business.
And the reason I’ve done it is because I get frustrated with the fact that people can spend years at University studying and slaving away… only to come out of it with a job if they’re lucky.
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So why would you want to become a Buyer’s Agent?
Buyer’s Agents are growing in popularity and as quickly becoming the “norm” for how people buy their homes. And it’s no wonder. Buyer’s Agents are making sure home buyers receive the best deal they can.
But there, unfortunately, there are not enough Buyer’s Agents to fill the demand, which is why there has never been a better time to become a Buyer’s Agent.
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That’s one of the major differences in our formal education system and programs like the Buyer’s Agent program.
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Have you considered turning buying property into a career?
Oh look, I think I’ve been doing it for a while now. And, um, I’ve had the, you know, the, the awesome sort of experience of working with a lot of good operators like yourself and then are doing a little stint on, on the sales side as well. Um, worked with, you know, some great operators there like Rick [inaudible] and Patrick Cosgrave and a little stint at, um, it feels fans of Donnelley as well, which a lot of people would be familiar with. So that’s been of great use to me moving forward as a buyer’s agent, especially for the primary residence business, um, of the business. Um, so yeah, it’s, it’s been good.
Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness around the career opportunities that the buyer’s agent sector is providing to people who want to get into real estate to bring a rareness around the value that buyers, Aiden’s provide people who need help buying property. The goal of the show is to strip back and dive into the opportunities, the stories, the journeys of remarkable buyers agents who are paving the way forward. In one of the fastest growing career sectors in real estate in Australia right now. Our guest today is Henry single. Henry and I go way back. He has been working in real estate. Eight years is a young guy. He’s 25 and that’s when I started my business Cohen handler. However, he has a great story. He’s a country boy from Dani du. He started off at my former company Cohen handler where he was a buyer’s agent.
He then over time work to other companies and also transitioned into a real estate agent role. So he’s got a lot of experience working on the buyer’s side and the selling side. The most exciting news is Henry has now gone out on his own. He started his own buyer’s agent business for 2020 it’s called pivot advisory. Check him out. He is specializing in PPOR, so principal place of residence investment buying. He runs a borderless investment model, so he’s buying property across different States for investment purposes across Australia. Henry’s got a very strong work ethic. He’s already got a lot of clients already locked in, ready to go for 2020 today. I’d like to introduce Henry Single. Welcome Henry.
Henry – James Single:
Thanks for having me.
Made it so exciting that we’re sitting here now and I remember when we first worked with each other back in the Cohen Handler, the days and to see you now eight years later running your own business made it’s, it’s awesome.
Henry – James Single:
Well, yeah, it’s all because of you Ben. S
Oh, come on.
Henry – James Single:
No, but I really think and I actually feel that it’s inspiring seeing people like you who you get in the trenches, you learn the ropes earlier on, you’re 25 it’s a similar age. When I started my former business Cohen handler, and it’s just, it’s inspiring seeing entrepreneurs like yourself get out there and make it happen. But I don’t look at age as anything in terms of it. For someone who is 25 years old to have already worked in real estate eight years as a buyer’s agent, as a selling agent. So you’re understanding the, the psyche of how buyers work, how sellers work. You bought property in different States for clients for investment, you’ve done the PPOR like you’ve, you’ve gained a lot of I think, knowledge experience with which I think a lot of buyer’s agents who are potentially even age don’t have.
Yeah. Look, I think the, the, the time that I spent on the sales side was invaluable to me as, as a buyer’s agent and progressing and flourishing and becoming a more, um, mature agent just in the sense that there’s a lot of valuable insights to gain from being on the sales side, even if only for a short time. And it’s something now that I’m implementing into my new business, um, you know, to a prerequisite to getting a job there. Now pivot advisory that you have to have been on the sales side for a minimum of 12 months. Um, so, uh, I think it’s something that sort of sets us apart from a lot of the other buyer’s agents out there. I like that. I’m just curious. So you obviously said, you know, he learned a lot working on the sales side was instrumental, but part of your now hiring policy.
So part of your recruitment is people who’ve worked on the sales side. Why is that?
Henry – James Single:
I haven’t listed the selling, I just, I’m just curious to understand why that is. So I think it’s just, it feeds into our negotiation strategy or certainly feeds into my negotiation strategy and this is something that’s not, um, confined to the ACE and suburb did something that’s universal across any sort of real estate transaction in Australia and something that I’ve used time and time again, but it’s more, it’s kind of, it’s like when a real estate agent says a certain thing to you. I think back to when I was a sales agent and I think, okay, when I’d say that to buyers, I’d be trying to evoke this reaction or steer them in this direction. So it’s just really valuable information that you can then use to benefit the client essentially. So I just think we’re really well placed, having experienced as sales agents to um, you know, to now better service our clients as buyer’s agents. Yeah, it makes sense. I mean, it’s invaluable. I think the, the way your conversations would be structured dealing with real estate agents, I mean, yeah,
You know, how they talk used to be one and as you’ve got a team of buyer’s agents who are on that side, I mean it’s,
Henry – James Single:
it’s effectively, it’s going to help your clients get better outcomes. Yeah, exactly right. And I think having banners, sales agent, it helps you, um, understand their process a lot more. Um, and I think that the biggest piece of advice for any, um, buyer’s agent going out there now that I could give to them would be just, um, have respect for, for real estate agents because without them, essentially our, our job wouldn’t exist. So I think that’s something that I learned being on the sales side, how you come across as a buyer’s agent. And it’s something that I’ve then subsequently worked on and it’s been really effective for me. Um, I think it’s maybe one of the, our biggest, our strongest points is, is our, our relationships with the agents. Um, so yeah, it’s been, it’s been pivotal for, uh, for our business. You mentioned the word respect for agents or respect and that resonates because you, we need to have respect as a buyer’s agent.
Henry – James Single:
You know, respect means when you go to an open for inspection and you leave, you call them and give feedback. Right. Did you have buyers agents coming through your properties? He didn’t call you back. Yeah, exactly right. And I think um, there’s a temptation sometimes to buyer’s agents to, to paint them themselves as good and, and the real estate agent is as able, which is just not necessarily the case. Everyone’s got a job to do. We’re representing two different sides of the transaction. So it’s just something I really noticed when I was a sales agent, the way some buyer’s agents would come across and it just doesn’t, it didn’t really resonate or gel with me well at the time. So it’s something when I flipped back to the buyer side as something I was really implemented in my business. Yeah. I remember when you were working at back in the Cohen handler days and you, there was a time where you were focusing in the Western Sydney cause we’re buying a lot of investment properties there and I thought it was incredible how you able to go into a new market because you’re not from there.
Um, and really learn about a new market, not just learn market intelligence on properties but also new real estate agent relationships. Starting to build a network there. I guess starting your business now, do you feel like you’re having to learn new areas? I know you’re opening up the doors to buy investment properties in different areas. Do you feel like you’re going through an educational process now about learning about new areas or are you keeping it super tight in areas that you’re familiar with? I think there’s things that you can take away from transactions that are universally applicable, but what you’re talking about in terms of going into a new area, I think, uh, the key thing there is just to be super, super hungry for, for new information.
And again, just looping back around to the real estate agents, they’re a fantastic source of, um, you know, what are the best streets? What are the best areas, um, why is this property not perform or sold for less than, than, you know, a comparable property on the same street. So I think, again, you’ve just got to, um, you know, really use our relationship with, with real estate agents and it’s, it’s, um, you know, there are some of the friendliest people in the world so they’re not difficult to get along with and they’re not difficult to chat to. So, you know, I think we’re so lucky to, to speak to some of the friendliest, happiest people in the world every day. It’s great. And you know, I obviously you’ve been doing this show for a while now, speaking to a lot of buyer’s agents. And it’s interesting talking to you because your placing, which I think is incredible, such a strong emphasis on real estate agents and the relationships and I, it’s at, that’s what we need.
Henry – James Single:
They, I mean, they don’t need us. They’ve got buyers coming through their door. We happen to be representing some of the buyers but they don’t need us mean. We actually need them a lot of the time. And it’s great how you talk about the word respect and just the importance of, you know, establishing and nurturing realization relationships. Absolutely. I think without, uh, you, you know, you don’t get access to off-market listings as much, um, you don’t get in the in the door before it’s been, um, you know, before it’s been officially signed or you don’t get the tip off about something that’s coming up unless you have those strong relationships with those agents. So it’s just so important. How do you notice, and maybe is there anything you’ve noticed like starting back at the Cohen handler days when, let’s just say there weren’t that many buyer’s agents in Australia, especially in Sydney and new South Wales, and hearing about maybe dealing with potential clients around what they thought of buyer’s agents.
How would add value? Have you noticed a shift from let’s say seven years ago, eight years ago or five whenever the time is till now around the demand and the need for buyer’s agents?
Henry – James Single: Undoubtably I think when I, when I first started with you at, at Cohen handler, um, the biggest sort of challenge that we faced was actually educating the client on what a buyer’s agent is and how they operate, how they charge. Whereas now over the last, you know, eight years that I’ve been doing this, um, I’ve noticed a big shift away from that and more now towards, okay, we know what a buyer’s agent is, we know roughly what the benefits are. Um, you know, let’s get going. So it’s a lot easier I think to, to get business now as opposed to to when I originally started. And I think obviously matured a lot as an agent since then as well, which, which feeds into that also.
But yeah, there’s been a big, big consumer shift over the last eight years. Do you think because they’re more educated in the, in what we do and the value we provide or do you think it’s just because they may be just want to outsource more now just with the speed of technology around the other parts of their lives? Like, you know, you want to get food, you go buy, you want to get laundry called laundry, laundry up, everything’s the tip of finger. Now, what, what do you think of the key drivers as to why really they’re more receptive to buyer’s agents now? I think everyone’s situation’s unique and, and you know, you can provide value as a buyer’s agent in different ways to different customers. And I think it’s important to remain flexible in that. In that sense, I don’t think, um, you know, we have lots of different ways of charging, some creative ways of charging, um, and some creative levels of service.
So I think, I don’t think it’s ever right to put one way of doing business forward to the consumer. Um, you know, it’s nice to, uh, leave it up to them as to how they, um, what to work with you. So I think, um, yeah, it’s, it’s important to remain flexible in that sense. Yeah. Nice. So starting a business is never easy and I’ve started quite a few. And even when you’re running a successful business, it’s always challenging. Like with just life itself, there’s always challenges. What are you going to do anything differently this year, now that you’re running your own business? Like is your morning routine changing? Is is anything that you are going to put effort in, in making a difference in now that you’re effectively out on your own running your own show? Yeah, so an interesting thing that I’ve done is I’ve sort of split my business into two silos.
I think it’s really important, especially when you’re dealing with property. It’s the, it’s the largest financial attraction, uh, personal financial transaction that the most people will make in their entire, so I think it’s important to deal with the specialist. So I think the primary residence side of the business and the investor side of the business are two separate clientele and there’s two separate dialogues around it and sort of two separate needs and wants from those consumers. So I’ve split my business into, into two silos. They fall under the same banner, um, but there’s just experts in both fields that are going to service the clients, um, while servicing the clients. So, um, I think that’s really important as it’s something that we’ve, we’ve done differently to how we’ve operated in the past. Yeah. Nice. So the focus for pivot advisory this year, do you think, if you were to look at, if you were to look forward and, and then see all the transactions you’ve done for your clients, let’s say, let’s just pretend we’re December 20 now, 30 Christmas again, would you, would you think that the majority of your transactions are investment or PPOR?
Henry – James Single:
So I’m a very goal orientated person, so I’ve got a really clear idea of exactly what the splits are going to be between primary residence and investors. And I’ve got sort of the first 12 months and beyond mapped out in terms of like financial forecasting and what I need to break even. So I’ve never really felt more prepared for, for anything. But yeah, to give you a little bit of an insight, um, the, the goal of this year is for 40 investor transactions and 30 primary residence transactions. So nice. Um, which is a little bit on top of of what we did last year, but not too much of a stretch that it’s unattainable. It’s great. And that’s one of the, I mean you’ve been in the game eight years so it’s not like you’re fresh, but some are some of my students who are really experienced at buying property who are going out on their own.
I mean they’re new to running a business. They’re also new to begin being a buyer’s agent. I mean it’s just amazing to see you like come out of the Gates, you’re clear on your forecasting on your goals and I’m sure you will nail your goal of 70 transactions in the year. I mean, it’s just awesome to see someone at your age get out there, run your own business. And really, I mean it’s, it can be a very profitable business that we run, right? Absolutely. Like if you’re not going hard on paid media, you got your business partner referrals. Like I know you do. You’ve got your mortgage brokers, your financial planners, accountants, real estate agents, et cetera. Going, it can be a really, I think, low overhead, high profit business. Absolutely. I have to totally agree with you. And it’s just something that has proved itself year and year time and time again over the last eight years.
Henry – James Single:
For me it’s um, you know, it’s, it can be a really lucrative business. Yeah. But you’ve got to work hard like with anything, right? Yeah. You’ve got to work hard, but it does provide flexibility. Absolutely. Yeah. It can. I think it can be a lot of things to you. It, it can be something that you grow as, as you’d be well aware into, you know, an eight or nine figure business or it can be something that provides, um, uh, you know, different lifestyle for you, but it’s still a quite a lucrative income. I think it’s just more what, what you wanted to be, um, if that makes sense. Yeah. Agreed. And so you’re obviously country. Boy, did you have any plans of buying re like regional or getting into any, into any of those style of country towns down the track or you saw, I’ve got some, a few properties myself.
Um, one of them is in a regional location, not too far away from, from home. So we went in there a couple of years ago now and it’s, it’s been a good investment for us, but yeah. Excellent. That’s awesome. So is it just yourself or if you’ve got other team members already? So I’ve got myself as the owner of the business, um, and then I’ve got three staff working with me at the moment. I’m believable kicking off 20, 20 new business, 25, three staff working with you. And if are they BAS or are they just support roles or, so one Helen’s more of a standalone BA. Uh, and then I’ve got Oscar who’s, who’s growing into, uh, a Bay, uh, he’s just sort of doing a lot of sourcing and, and that sort of, um, nature of the business for me at the moment. And then I’ve got like a, a part time sort of research associate who knew he, I know he, that’s nice.
And so any other plans this year as part of your growth plan to get more staff and you’re just gonna keep it as it is? I think I look at, I’d like to add one or two more staff by the end of the year, but I want to be able to support them in the, in the correct way, uh, and, and sorta help them get business and give them business. So I’m going to do it when the, when the time’s right. Not when, not for the sake of, of adding staff. So, yeah. Nice. And, um, I mean I’m, I’m a bit out of touch with, with ma, I mean market pricing and all that stuff. At the moment I’m not running a buyer’s agent specific business. However, I’ve, I’ve heard around Sydney that in some areas the prices are like back in 2017 are you seeing that or is that a bit of nonsense?
Henry – James Single:
Uh, I think so. It’s hard just to, um, to paint Sydney with such a broad brush. Um, there’s so many different sub markets and you know, they, they, uh, react and, um, they react in different ways to market forces. So I think places like the Eastern suburbs, um, even within that and within this and suburbs at different submarkets as well. Um, but I think certainly some areas of have been hit a lot harder than others. Um, I always sort of use, uh, Alexandria and, and uh, botany is a bit of a, a poster by, of oversupply, which I think was, was hit reasonably hard in the, in the last sort of, in the most recent downturn, um, by places like double Bay in Bellevue Hill where um, supplies tight, they’re not really making many more apartments. I think they’re, they’re always, um, seem reasonably resilient to those external market forces.
Yeah. And the places like double Bay, I’m assuming Bellevue Hill or pots point or wherever where stock is tied, I’m assuming that’s where your agent relationships come handy for off markets, pre markets, all that stuff. Right? Yeah, exactly right. We’ve turned our focus, uh, in the last couple of years more towards the beaches. Um, so like Bondai down to Maroubra, I think it’s a good price point. The clientele down there, um, you know, uh, a nice and always really grateful for the, the work that you do. So, um, that’s been transformational for, for our business, the primary residence arm. Anyway, so let’s talk about quickly primary residence. What, what’s, uh, is there an average time frame that your from sign up, the signup of the client to exchange that you have any data on, around what the time is taking you to, to buy? Yeah, so that’s something that we, we track pretty closely just to get an idea of, um, you know exactly how, how profitable is a certain brief is, which I think is something to, it’s something that’s important to monitor as a business.
Henry – James Single:
Um, so where typically sort of four to six weeks, um, which is a little bit shorter I think than, than some of the, the other guys out there. But I think it’s kind of like the old saying, you know, the harder you work, the luckier you get. So the harder you work, the more properties you can produce, the more opportunities you can walk the client through. And then that in turn makes it easy for them to make a decision at the end of the process. If you’ve been able to show them 30 options, it’s really, um, it makes it a lot easier for them to make that all important commitment to, to that property there. Yeah. Unbelievable. And I mean that’s quick in, in, in a very good way. I mean, if I was a potential client of yours, I mean I remember back in the days a lot of the clients we spoke to were looking at minimum three to four months, some a year, some two years who you are, you know, buying in less than two months per which, which is great.
And what about investment? Have you got any data on how long it’s taken you to, to nail brace for your investor clients? Usually about three to five weeks.
Henry – James Single: Yeah, it’s the same thing again, it’s a, I think it’s about just showing the client a lot of opportunities, um, and that makes it easy for them to make a decision. But yeah, about three to five weeks is where we’re assuming out at the moment. And, I mean, I ask a different buyer’s agents this question, but I’m just curious to get your feedback on this.
A lot of the potential clients that you get in front of you want to call them prospects or whatever we labeled them as, why is there, why is there a common thread as to why they’re coming to you that you see? Like is it predominantly time poor? Is it maybe they’ve had a tough time with real estate as they are looking for more access to stock?
Is there like a common theme that you notice or is it pretty spread out? I think, uh, yeah, it’s uh, it’s pretty spread out.
Henry – James Single:
Um, it’s all just as unique as, as their own sorta their own story. They might’ve had a, you know, a situation recently where they missed out on auction, uh, at auction or they might’ve been, um, you know, looking for six months while the wife was on maternity leave and she’s gone back to work and they can no longer juggle it all. Um, so there’s any number of reasons. But yeah, I think getting access to stocks important because there is a lot that that trades off market. Um, and you know, if you’re spending two or $3 million, not by any stretch of the imagination is it is a pocket chain. So I think naturally people want to make an informed decision when they’re spending that amount of money. And a huge part of that is, is having access to every single option that’s available to you. It’s, it’s, it’s, it’s a big one.
And I think, um, it’s interesting just to see the, the direction that some buyer’s agents are going now with this national also investment style of model. I’m seeing a lot of that happening where buyer’s agents are identifying whether it’s just one state or whether it’s a few different States to diversification and they’re really, uh, finding key suburbs in these geographic States. And then they’re looking to really purchase properties for their investor clients. With this kind of like borderless model, what do you like, what are your thoughts on that?
I think it’s, it’s, uh, it’s amazing and such a key part of our business. And from a, an onboarding point of view with a prospect or as you say, whatever label, um, you know, people want to give them, I think it’s, it’s, uh, you know, it’s, it’s very easy from a business perspective to onboard those people because the, the ability for them to go and do it themselves is somewhat limited. Uh, it’s very difficult to, to buy in your local market, let alone buy nationally. Uh, but if you want to get access to the best investment markets and the best, uh, investment opportunities, I think you do need to take her a national approach. Otherwise you’re missing out.
Henry – James Single:
Yeah. And just, it’s just more options for the client.
Ben Handler: Correct. That’s what it comes down to. So last question, you around in your own now I’m just curious like what advice do you, you know, I’m passionate about seeing people transform Korea. I came from a corporate role. I was an employee, got out of that program, started my own business and started many businesses after that. But a lot of people get caught in the employee grind. Right. I’m like, what is your, what would be your advice to people who are kind of, you know, even guys your age or whatever, who, who was, who was stuck doing work that they don’t like, um, they’re not really connected with around having the courage to maybe look at something else where they can take more control of their life.
Henry – James Single:
I think probably the biggest piece of advice I pass on to those people and to, to put it quite bluntly, is you’re not a tree. Just get up and move. If, if you’re not happy and you’re not satisfied in your work, you spend so much time at work over your entire life. If, if it’s not satisfying for you, then just hop up and move. I love it. Short, sharp to the point. I think that’s a lot of, I’ve posted them on Instagram about that before. I love it. Before we finish up, where can people find you? Uh, so they can contact us. So on a our one 300 number, which is on 304 Oh two four two four a or you can just reach out to me via email, which is just Henry at pivot, pb.com. That AAU awesome having you made. It’s, it’s, it’s great to, to be sitting here with you while you’re running your own business. I love seeing people run their own businesses made and get out there and do their own thing made. So congratulations. Thank you van. Thanks having
before we, um, finish up. You know, it’s for me, as I just mentioned, just sitting here with Henry who is now running his own business. I love seeing that. I love seeing people take ownership control of their life so they can actually control what they want to do. They’re not at the flick of the switch destined by someone else. I say this and we’re downsizing now. Off you go. So please check out Henry where he directed you to. Henry’s been doing this for a long time. He’s worked as he said, a selling agent and a buyer’s agent and he’s bought property himself. He specializes in different States, not just within New South Wales for investment purposes. He’s specializing in PPOR within Sydney, I’m assuming, within the inner city. So check out Henry. Inspiring story. See you next time.
Please watch the full episode here:
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