#16 – How To Leverage Your Skill Into A New Career With Matt Sharp

Property Investor in Australia

The desire to grow motivates people to explore new avenues of earning. In that search, people stumble upon careers that are rewarding not only financially but offer a sense of fulfilment as well. This is the story of Mr. Matt Sharp, who works both in the corporate sector and runs his own Buyer’s Agent Business.

Matt has a very interesting background. He used to play in a semi-professional rugby league. After reaching a certain level, he started a corporate job. He has been working in the corporate sector for the last 10 years.

Since Matt wanted to achieve more, he decided to become a Buyer’s Agent and a property investor in Australia. Low and behold, he was amazed by the potential in the Buyer’s Agent service industry and started his journey in establishing himself as a reliable Buyer’s Agent in Australia.

Coaching the Buyer

From his days as a rugby player, Matt learned a lot about commitment, self-discipline, strong work ethic and all of that is transferable into a business. He has now been working as a Buyer’s Agent in Australia for about 8-10 years. His main focus has been in New South Wales and Interstate. It is here that he has been looking for different opportunities and deals.

But it has not always been smooth sailing. He has had to teach people about his role as a Buyer’s Agent and what benefits they can have by employing his services. In his opinion, People don’t understand the process when they are looking to buy a property. Also, the seller agent is working for the interest of the vendor. The buyer is understandably concerned that is until they meet Matt. In central cost, the buyer agent concept is relatively new and the challenge is to get people to understand the service and help them as much as possible.

It has been tough as some people have closed the door saying they do not understand the service. On the flip side, some referral partners have encouraged Matt and made him realize that people need his service. Very recently, Matt signed a new client which is a couple who were looking for an investment opportunity. They had little to no idea about what a broker or what yield is or capital growth is. Matt, through his experience and relationships with the sales agent, was able to find them a great property, in turn, securing their future. 

Transformation Into the Buyer’s Agent Role

His experience coaching rugby players came in handy coaching people who are looking to buy a property. He deals with people with all types of characters and personalities, the same as in rugby. He used the skills acquired in the sports and corporate sector to set his footings in the property arena. 

Starting a new business is never easy and comes with a heap of challenges. Matt has this thing that when he sets his mind to a task, he utilizes all his energy and focus to ensure that it is completed successfully. Some of that dedication comes from the fact that his name and reputation is on the line. The name sharp property is a big hit. And he is proud to have this name because it brings ownership and accountability.

Challenges of a Property Investor in Australia

For Matt, the main challenge has been time management. He had to negotiate between his corporate job and Buyer’s Agent business. The ultimate goal for him is to run his business full-time and put all of his energy and focus towards establishing his business. His colleagues also know about his business and want to use his services. Friends, colleagues, relatives often call him and ask him to check out properties and evaluate their worth. He is now monetizing his passion.

The other obstacle he had to overcome was developing a relationship with the local agent. This is critical for the success of the Buyer’s Agent business. Also, accommodating people moving from other cities is challenging. 60% of people buying property on the central coast are relocating from Sydney. He did a whole lot of inspection to give his clients a better chance and allow them to see everything that is available as opposed to just walking through the open houses

Man holding football
Man holding football

The Defining Moment

At the end of his talk, Matt discusses the time when he realized that he has to start his own business. He loves travelling and going on vacations to unwind and reflect on his life goals. To evaluate what he is doing right now and set new objectives for himself. He was on a flight and it was there he was listening to a podcast and Ben Handler was there talking about the career opportunities in the Buyer’s Agent service industry. That was Matt’s moment of reckoning.

He discussed this idea with his wife who was very supportive and that’s how he started his journey as a Buyer’s Agent. What he loves the most about being a buyer’s agent is helping people with their purchases and shaping their future. He takes a client, sets their objectives, and exceeds their expectation because it’s his name on the line. This attitude is what makes Matt a successful buyer’s agent and property investor in Australia.

Listen to the full podcast below.

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

We All Have A Story To Tell

How to become successful buyer agent

Ben Handler:
Welcome to the Buyer’s Agents Institute Show. The purpose of the show is to bring awareness to buyers and to bring awareness around the career opportunities that the sector is providing. People who want to turn buying property into a career to bring awareness around the opportunities that buyer’s agents and the value that buys agents are providing to people who need help buying property. Our goal with the show is to strip back and dive into the stories and the journeys of remarkable buyer’s agents. We’re paving the way forward in one of the fastest growing career sectors in Australia right now. Our guest today is Brent Backhouse. Brent’s got a very, very long bio, so stick with me here. So Brent has assisted over 26,000 people, so he’s assisted and bought property over 26,000 people across 24 countries. He’s a property investment expert. He’s also a passive income specialist.

Ben Handler:
He’s had a professional sporting career. He’s also currently a coach for the Sydney swans Academy. He was a GABA at one stage. He’s got a civil engineering and business degree, and right now presently he’s running a buyer’s agent, Peter’s business under a Squire property. So, Brent has a lot of experience. He’s also built his own portfolio across five countries in residential property. So, Brent currently right now is focusing on the buyer’s agent business model across Australia, servicing clients in investment, but he’s also doing principal place of residence in the Northern beaches and other suburbs. Today I would like to introduce you to Brent. Welcome mate. Thanks very much Ben. Matt, you have got a long bias. I hope I nailed that right. Did I miss anything?

Brent Backhouse:
Probably there’s a bit in there. So you said before from Garbo to Buckingham palace. Yeah. What do you, I mean obviously it for itself, but do you want to talk us through a bit of that story? Um, yeah, sure. I mean, when I was younger I was living in Canberra, freezing cold, grew up in Canberra, born and raised and playing footy back then as 17 year olds. Uh, and a lot of the guys in the team were Garbos cause it was an early morning thing and then you’ve got the rest of the day off. We were sort of finishing by seven, eight o’clock, which allowed me to go to school further education and study engineering and that. And so I did that for a year, you know, freezing cold. And then that sort of progressed through a variety of different things. Traveled around Australia playing footy, but also started investing in property and made a lot more money in property than I was in engineering, which sort of sidetracked me, which was okay.
My dad wasn’t too pleased cause he sort of started losing me and then went to England and had a business over there that uh, we were helping a lot of sporting people over there. And through the business success, uh, I was invited to go on, um, met Prince Charles at Clarence house and then the following year through the same sort of process to Buckingham palace and met the queen. And uh, it was for Australian succeeding in business in the UK.

Ben Handler:
Yes, that was pretty cool mates on it. It’s obviously like a lot of people would dream of. You’ve ticked a lot of boxes and right now you’re obviously running a new buyer’s agent business. I mean, you’ve got so many transferable skills.
I mean, I’m trying to think which ones to really tackle, but predominantly when you were buying property in so many countries, for so many people, you were taking the fee from not the buy side, it was the sell side pay the vendor.

Brent Backhouse:
Yeah, that’s correct. The vendors. So how have you found that transition now of asking mr and mrs buyer for the fee? It’s been difficult. Yeah. As we’ve discussed, you know, it’s been hard because I’m used to sort of using that as my IP. We don’t charge you for a fee. Uh, but at the same time that business has always run as though we were a financial advisor giving support, but in one asset class, just rezzy property, and now it’s actually more empowering asking for the fee because if you’re able to communicate and show the benefit of actually using us in our industry as buyer’s agents, uh, that they’re going to get an independent response on property options, we’re not going to be looking for the most commission. We’re going to be looking for the best deal that’s suitable to that individual. So it’s certainly been a change in mindset.

But, uh, I, I enjoy it, you know, and transparency as well, which is quite cool. So with over 25 years experience, you’ve obviously bought property in so many countries for so many different people. What do you see as your, you know, unique value prop compared to all the other pies? Yeah, I think, uh, personally I bought way too many properties, uh, personally for ourselves, my family, and made a lot of mistakes when I was young. I knew everything and couldn’t make a mistake until I did. And that was very costly. And you learn a lot more when you lose money that’s your own than you do when you make money. And it’s those sorts of lessons. Understanding the risks has been probably the most powerful thing for me. So I can now identify risks, things having done so many transactions. There’s a pattern of things and attributes, things that will always work.
Ben Handler:
Things always won’t work and things that may or may not work. So if you can control a risk and remove it, then that’s what we try and do.

Brent Backhouse:
Uh, and that’s probably my unique thing, is to identify risks in sort of 10, 15 seconds, but also communicate that to the buyer. So it’s a big one. It’s, it’s pretty important. I mean, it’s where people lose money through those two, those risks. The challenge is everybody lives in a property predominantly, you know, and so they think they’re an expert and they think they know what they want. Or they bought property in 2013 and made money by 16. They made, if you bought property in Sydney, you made 200 grand. Minimum.

Ben Handler:
Doesn’t matter. But could they do it again? 99% of people?

Brent Backhouse:
The answer is probably no. Uh, whereas I’ve been doing it consistently for 25 years.
Um, not every year, not every single asset, not every single purchase. Uh, but a lot more successes than failures. But the failures hurt more. Yeah. And learning compliance across different countries and all that. The intricacies of buying and selling, I mean, focusing now predominantly on Australia must be, Oh, it’s, it’s pretty straightforward. I mean, vanilla is probably the word I use a lot. Uh, yeah. Trying to get stuff translated in languages, dealing with currency risk, transport access, risk consulates, a questionable title. Um, you know, even in, even in places like Thailand on guaranteed title and things like that, like Indonesia has got issues. Uh, places like Albania, we’ve transacted in Africa. Um, yeah, lots of different countries. It’s exciting. So a lot of your clients now are, they are Australian citizens or you, I’ve still got legacy clients from Europe. Obviously. I’ve got clients that have been with me for nearly 20 years and they, I help them with different stuff in different countries, but that’s not a core business.
Uh, and some are doing properties in Australia now, which is really good, really exciting cause they’re experts in England for example, or Asia and expats are really easy because they’re just looking for a pure return. Right. And they’re not looking for emotional stuff. And having built that relationship and trust, uh, outside of that, it’s just all a hundred percent Australia property. Australian clients. Yeah. When you started, I mean, I know squat has been around for a while, but when you started focusing purely on the buyer’s agent business model, did you expect the PPOR to move the way it’s moves, given your experience, obviously in investment for so long as in the value of them or what inquiry? Just in quite acquiring clients, I’d hoped that my experience would stand out and it has a, and it’s almost like people are championing my experience, so when I’m getting referrals now from local estate agents to help people buy property that they can’t or they’re not selling for example.

Ben Handler:
So they go, look, I don’t have anything that matches this client’s needs. Can you help them?

Brent Backhouse:
That’s great. It’s phenomenal. Yeah. Northern beaches, Northern beaches, and these are guys that are saying, why aren’t you charging? They were actually pushing me to be a buyer’s agent because they’d seen me at auctions bidding for clients, negotiating for clients and doing it for free. Unpaid consulting. Yeah, pretty much. And they’re just like, what? Why aren’t you doing this? What are you doing? You’re charging, you know? Nah, that’s big market. Those agents that were saying, why aren’t you charging at the same agents referring clients? Yeah. They trust you. Correct. Big market, Northern beaches for PPI and an investment that, I mean mostly PPR people. It’s, it’s a good market for that and it’s a great place to live, you know, and you’re getting a lot of Eastern suburbs, people moving up, they’re starting to identify value, you know, sell a place in Koji for three and a half, four and a half on two 8,300 square meters and go and buy something with ocean views for three mil.
Put a mill in your pocket and say the beach every day. It’s, that’s a pretty compelling argument. It’s commandment, it’s what, 45 minutes away from here in the city. It’s 10 minutes to Manley and it’s a 20 minute ferry. It’s a good lifestyle. I’m enough thought about it. I’ve thought about it. It’s a, it’s a beautiful part of Sydney and it’s just value-wise as you’re just saying, just compare especially the part in the East or in a West. I guess the other thing with the engineering that I was doing and having done developments and seen projects and renovations of my own and others, helping others identify what scope is available. So where a lot of, I see a lot of agents are struggling. They just want to sell, flog anything real estate agents. They can’t or they try and sell what you could do without knowledge.
You know, I’ve enormously, through my own personal challenges with planning in the Northern beaches council and uh, I’ve spent a lot of money, um, educating myself I’ll say in terms of finding out what is and isn’t permissible. Uh, and that’s the thing that also in my view for PPOR certainly in that space is hugely valuable. You can say, you cannot do this, that I don’t care what he says. You just can’t do it. Um, or you can do this and this, we’ll do this, this and generate this return and this much value increase. And if it’s a ticket at 2.2 and I’m looking at it guy, man, it’s, this is a two five property we’re in, you know, and if for whatever reason people can’t see it or there’s not the interest that day, you can sort of identify it immediately, you know, when you bought properties in the same area.

Ben Handler:
Absolutely. What are you finding with clients that you’re, or prospective clients you’re getting in front of? Like why are they engaging? You think it’s a time frustration and trust with the state agents, the selling agents. So you know, like this, um, underbidding underquoting like this is for sale for 2.1 go, I haven’t seen anything in this street in the last three years for under two five and then it’s suddenly sells it to seven, you know, but they’re getting people in and they’re frustrated their budgets to four and that, that’s repetitive and you know, they’re just, it’s an estate agent trait. We want to fill the room. Uh, whereas the ironic thing is when I talked to the agents, they know that I know, so they just tell me so I can communicate to the client, we’re not bidding, I’ll still turn up and register in case, but I’m not dragging them along out of their day.

Brent Backhouse:
So it’s the time consumption. You know, I’ve, I’ve met a client just before Christmas who was at an auction. They missed, we went straight to another property that was an open and I said, guys, this is good value. This, this is really good value. You know, and they haven’t bought it, but they’d been looking for nine months. They’re not a client. I just met him there and uh, you know, it, it’s a funny one. People, I think there’s a huge trust challenge with everybody in the space. So until you sign them up and secure that a hundred percent trust, it’s really difficult to sort of even communicate the truth. Uh, it’s a challenge, not communicate it. Have the truth hood. It’d be like the car industry, unfortunately, massive state could be worse. Yeah, it’s a big one. The real estate agents like just, I think because they’re so focused on vendor, which is their responsibility of representing of indoor naturally buys aides haven’t existed for so long that they disservice by as naturally, but their focus is the vendor even though the is important.
So I think unfortunately so many buys, I feel like from what I’ve heard as well feel like they’ve been burned by real estate agents, that it’s now a tip. It’s, it’s a, it’s a common theme as to why they want to engage a buyer’s agent. It’s exactly that. You know, that’s the common thing, which is frustrated prices are well over what they can afford or what the guide was time missing out because their budget’s not big enough and miscommunication of what’s achievable, how transferrable has obviously, you know, you play professional sport, you’re now coaching at the swans Academy.

Ben Handler:
How transferable is that now, just with what you’re doing business for example, like coaching clients through you know, situations and stuff.

Brent Backhouse:
Yeah, I think it’s really, really transferable because it’s about building blocks of education and I mean I had a client in Queensland bought his own home and he was struggling, works for Rio Tinto, moved down to Brizzy and it was looking very unlikely he was going to be able to secure what we needed and he said it was next week.
And what I did with him was I took him in to every real estate agent meeting, every negotiation before I did it. I stepped him through what I was going to do and he was actually really excited at the insight of, you know, the navigation process and how we negotiated to get our outcome. Even after we agreed the price, we then got another 10 grand discount after it was signed. Um, so he’s pretty happy and now I’ve got to go up there next week and talk to the REO guys, which is pretty cool. Yeah, I’m sure that all the REO guys are gonna want to piece. But I mean, just, just the ability, because even buying for investment purposes as is misconception, I think that no emotion, I think it’s a load of bollocks because you’re building wealth for yourself. And so there’s a motion with all of that.

And so I think you being able to always just, I think take a control of the client, coach them through each step, make them feel safe, et cetera. Like that’s a skill. It is definitely is. I think the emotion is less, um, tactile emotion. What something looks like, right? It’s financial emotion is very high. The outcome is determined by the performance, right? So that’s enormously, um, required. The emotional bit that isn’t involved is I want to paint the wall pink, you know, and sometimes I get some families that typically the, the female wants to make it a pet project and I sort of go, you’re not doing that on this, you do that on your home. We can put some pink cushions in, you know, so it’s commercial. It’s about what someone else will want and as many of those other people as possible, not what you want to make it perform.

And it’s important that we share that to the client is really important cause they all want to put that emotion into those IPS. Yeah. So the focus is Australia is the for investment, is it, is it passive income, is that the strategy? It’s two fold. We’re trying to see moderate capital growth with passive income that supports their lifestyle or ideally starts paying down their own home or building towards that. So I’m getting, I’m getting a lot more clients that are looking to rent, invest rent vest. So rent where they want to live and buy where others cause they can afford it. Especially in Sydney, the younger people. Uh, but you know from driving, uh, the investment side and the income side, the income is required purely to build a portfolio. If you don’t have that income, then the borrowing capacity stops. So your portfolio growth as you’d appreciate, it just is completely restricted, you know?

Ben Handler:
So are you buying existing and new or is it, is there or, yeah, so existing, um, could be putting a house and land package together for someone, uh, where if we, if we see an offer for it or an incentive, I’m able to rebate that or upgrade spec for free, uh, which is pretty, pretty cool. Uh, but mine is very much about making sure the client gets a success and a successful outcome was there’s commercial side obviously. Uh, I wanna make sure that the client has a smooth experience and that’s not always going to be the case, but it’s about, as you’ve taught me, I’m already aware, but managing the expectation, it’s really communicating that expectation management front and as you go. Yeah. You know, so if something changes, it’s really jumping on it immediately so that everyone’s still on the same playing field rather than someone getting upset either side.

Brent Backhouse
Yeah. And that’s going to enable, as we all know, like a referral based business, which is the best business. And you’re buying across, how, is it three States or is it predominantly for at the moment? Yeah. So basically it’s the Eastern seaboard and you obviously got good relations with the agents now in those places. I do and I mean there’s so many different property vendors or project marketers and you know, just on the way here today, I’ve had about 15 emails from project marketers saying buy this townhouse in Logan or whatever it is. You know? Uh, but because of the time in the market and being able to communicate very concisely to those people, I can just say, look, do you have this or not? Don’t show me if you don’t. So it’s really quick and efficient and that if they get it, they call me straight away, you know?

Brent Backhouse:
So, which is really handy, like reverting back earlier when we’re talking about you getting money from Vandal when you, you know, you assisted 26,000 people. I see a lot of the value in like let’s say you’re a buyer now looking to let’s say buy something in Southeast Queensland and you’re getting all these emails like you are, cause you’re on all the lists now from all these project marketers or agents or whoever’s hitting you. It would be confusing and overwhelming going into I buy and Logan do I buy in this development? Do I buy this stock? And so having someone like you now to represent their interest, to actually sigh for through all the crap and say this is a good product and this is why I think it’s a lot of value in that. Well, the other thing is I go to every single property that any client buys.
Brent Backhouse: (19:24):
It doesn’t matter where it is. So that to me is of utmost importance for me, for me personally, and I use this sentence, I’ve got twin boys, I’ve got my own problems, I don’t need yours. I want to make sure it’s clear and that we’ve covered all the risks, you know. So, um, and by doing that you pick up different opportunities that you weren’t there to see, but you also highlight risks.

Ben Handler:
You know, what’s that substation sitting across the road that’s not on the brochure develop as a grader? Uh, things and Photoshops incredible. And the guys that might be sat in an office that are 26 that don’t have the experience and not this thing. Anyone that’s 26 and starting out, but just have a bit more, ask another question. What are the risks? What else could be out there? What could be concerning for this?

Brent Backhouse:
You know, and you might buy the right property in the wrong area. So that’s why I put a huge emphasis on going to every property. I can rule them out in 30 seconds, 10 seconds from standing in front of them or investigate further, you know? And that to me it gives me comfort and if I’m comfortable, it’s easy for me to communicate that information and confidence to a client. Yeah, I mean I’m, not everyone gets the opportunity to do that. I appreciate that as well. But there’s just so much video experience buying so many properties. Obviously your civil engineering background, building your own portfolio, there’s just so much value that you can provide to a prospective client who’s looking, even Dubai, let’s say they’re looking to buy into a rezzy development of 40 apartments. Just you being able to understand like, Hey, the cars and the in the basement here, this is actually a pretty shit spot.

Ben Handler:
Maybe let’s allocate it somewhere else or look at something else. Just mentioning little things and just adding value that people wouldn’t see. Like the light could be bad in this apartment. Yeah. Which orientation in the building is that? It’s cheap. Why? Because it looks at the service alley where the trucks are coming to pick up the trash from the restaurant that’s behind. You don’t see that in a brochure. You see a floor pan and price and then you go, this is cheap compared to Sydney sign here. Um, you know, whereas I’ll see the service Allie and I’ll see the truck. Oh God, this might have this whole development might be out for us. Yeah. And you might even say this, this, this build is not great. Just developers, not great, whatever it is. But I think there’s so much value in that same people getting, as we all know, we see a lot of horror stories in the, in the media, around bad developments.

Brent Backhouse:
There are very good developments, but a lot of people do get shafted. Yeah. And everyone wants to sensationalize that. No one wants to hear about the guy that I just made 200 grand for. Right. Cause they’re jealous or they can’t afford it or whatever. You know, as we just saying. Yeah you don’t. Yeah. You don’t hear the beautiful stories of people making good money off off the plan. You hear all the horror stories, unfortunately until you’re 50, you know, and I’ve got to myself, you know, I bought off plan and I’ve sold off plan and I’ve lost money off plan, but I’ve made plenty of plan as well. So it’s knowing what the risks are of doing it off plan and not having the ability, if circumstances changed as I did 1617 to be able to fund any downturn in a market or access to funds by only putting a 10% deposit in and you’re strung out, you know.

Brent Backhouse:
But if you haven’t seen it or written it, it’s really hard to even communicate it. Um, yeah. But I’ve got those scars and I can sort of show them and I’m happy to communicate the losses to people. You know, I lost X amount of money on this property and this happened and this happened and this is what it hurt. You know, and you’re not going to be able to do that because I did it and if we’re looking at this, it could have this risk. So let’s just avoid it all together and look for something else.

Ben Handler:
Yeah. And that’s the value of engaging someone like you. You’ve made the mistakes, you’ve lost the money, you went through the pain, the client won’t correct the client. Why? So Asquire Property, obviously it’s been running for a number of years. How have you felt about the momentum since you’ve now jumped to the buy side? You’re clipping the fee from the buyer. Have you been happy with the growth so far?

Brent Backhouse:
Yeah, absolutely. I mean, I only did the course in November, maybe pretty recently before then, so November. But I’ve signed, you know, I’ve got a pipeline right now as I sit here, it’s got bigger in the car. I’m outside waiting. Uh, I don’t know if maybe got a pipeline for this month to transact this month of eight. Uh, when I say this month, probably February to transact in February and I’ve done five or six in December. January?

Ben Handler:
Yeah, it’s very good. I forgot, I forgot it was November. I thought it was August. So yeah, it’s cool. It’s good traction.

Brent Backhouse:
Very good traction. I mean it helps having my background, but as I said, discuss with you, and this is sort of something I say to people in clients is just because you know something about one sec, that doesn’t mean you know, what about all of it. Like even accountants don’t know everything about depreciation for example. And I don’t know everything about property and that’s why I did the course. You know, I wanted to go to someone, I wanted to fast track my knowledge in this space. So I come to you, look, look for the best and,

Ben Handler:
And you know, to be honest, in fairness, I didn’t, I didn’t understand the extent of, of, of, of what you did. And I’m excited that we are, we’re on this now because I think you’ve got so much skill to bring to the table and, and I, and I know that this year will be a year where you’re gonna hopefully bring it out and let people know about what you’ve done and what you’ve been through. Because I mean, people pay people like lots of money. We get paid a lot of money as buyer’s agents to, to represent them. And there’s so much we bring to the table outside of just calling an agent and doing a deal, as you said, like assessing all the risks, losing a lot of money on bad calls, bad mistakes. I mean, that’s why people are paying us. I think it’s really for, for what we’ve been through that they haven’t. And I think it’s, it’d be great to see you get out there with, with what you’ve done more. And even just, even when you’re spec around in sporting and the discipline, the diligence around that. Like I think, you know, I, I look for that when I’m looking to, to work with people. I think it’s very

Brent Backhouse:
Well, I mean even from go all the way back to the Garbos that was hard work and it’s, you know, studying engineering whilst doing that whilst playing professional sport all on the same day. You know, it’s, it’s exhausting but it’s hard work. But, and it’s so funny and it’s said all the time, everyone looks at the success, no one looks at the graph to get it. And everyone tells me that all those hours I spent, I’m so lucky, you know, and that’s the bit, no one sees the six months where I bought a property and I split up with a partner and did everything I could to keep it and I kept it. But I was eating rice and tuner and stuff like this for six months to keep that property. And everyone was telling me how lucky I was.

Ben Handler:
It’s interesting cause you know, obviously sadly Coby, Brian’s pass and obviously phenomenal athlete and because big fan and you know, he talked to, that’s the dream, right? Like all that hard work you put in that no one sees when people are sleeping, you’re training like, you know, he says that’s the dream. And I, and I think it’s interesting, you’re right, like people see the success but they forget it or they aren’t privy to it.

Brent Backhouse:
What’s happened before. So what I say to the kids, the Academy kids, cause it’s really, it’s a, it’s a great program but it’s really challenging, you know, and the attrition is quite high as, especially as we start to get to senior professional athletes and when they’re going through their benchmark programs or cutting the age group numbers, I say to the kids, it’s all the work you do when no one’s watching counts the most when everyone is, you know, and it’s, um, it’s true in anything in business. You know, I’m up till two o’clock this morning doing stuff, uh, and I’m up at six getting the kids out the door to school and that’s okay. No one needs to see it. I know I’m doing it and I’m getting stuff done and I’m seeing momentum and progress as a result. Yeah, it’s awesome. Final question. So I’m sure you’ve got a lot of plans, but, but what is the, what’s the focus for 20, 21st Squire and you like, yeah, it’s, well, personally I want to help as many people buy property, buy their own home or an investment as possible.

Brent Backhouse:
I don’t have a fixed number like others in our group have, which is great. Uh, and I guess it’s sort of working at efficiencies and getting some systems in and uh, just making it so that, uh, I can communicate better with people, give them better education and better results really for the year. Um, helping people buy their own place on the Northern beaches. That’s great. I love the Northern beaches. You get to see some sensational properties, but helping first time buyers or investors buy their first property is super empowering and so rewarding, you know, really rewarding. Um, yeah, and helping with charities and giving back is really important to me as well. So that’s awesome. Where can people find you? So, websites, uh, the property buyer.net. Uh, on there, there’s a form, get in touch on the form and uh, if you want to start your journey with me or want my support more than happy to help.

Ben Handler:
Thanks mate. Awesome. Really enjoyed chatting. Um, for everyone who’s listening in, check out Brent on his website. I personally haven’t seen a scoreboard bio like his lot of experience, 25 year-experience as we mentioned. I think what’s really valuable personally from my perspective, is buying across so many different countries, 24 to be specific and helping, you know, 26,000 people with their property transactions and also being a successful investor himself and making so many mistakes and now specifically focusing on Australia, I think huge. And Brent knows everything. He really goes into the detail in relation to, I think predominantly as we’ve been discussing the risk, right? Like the risks is what you need to be mindful of those big curly mistakes, which can cost you hundreds if not thousands of dollars. So check out Brent on his website. See you soon.

Please watch the full episode here:

https://www.youtube.com/watch?v=EqyIEx3_16o

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

Become A Buyer’s Agent: Learn Online With The Buyer’s Agent Institute

Buyer's Agent training institute training institute for buyer's agent

For many people, buying a home can be an overwhelming experience. And I can completely understand why.

The simple fact is, unless you buy a house every day, there are many things that can be confusing.

But the confusion that buyers experience can be a silver lining for entrepreneurial people like you and me.

Now, I’m not talking about taking advantage of their situation… I’m talking about helping buyers through the pitfalls and problems they’ll encounter when they try to buy their perfect home.

When you think about it, the core purpose of business comes down to solving another person’s problem and being paid for it. And that’s exactly what Buyer’s Agents do. They help home buyers to navigate their way seamlessly through the process of buying a home.

And with Buyer’s Agents becoming more popular and well known, more and more people are starting to use their services to help them to buy a home.

But you might be wondering how people become a Buyer’s Agent.

Well, that’s something I know a lot about.

I am the founder of the Buyer’s Agent Institute (BAI) and the creator of the BAI Program. Every day we help people to become Buyer’s Agents so they can help home buyers to find their perfect home.

The best part of the BAI Program is, it’s all online. And in our current environment, this is allowing people to use their time during these unexpected shutdowns to reskill themselves… or even start a whole new business.

The program runs every week of the year and they guide you through every step of having a successful Buyer’s Agent business.

When you think about it, there aren’t too many opportunities out there that help you to pivot and change your career under the leadership of Ben Handler who built systems, processes and trainings to accommodate for more than 70 people within his former company, Cohen Handler. (Not real opportunities anyway.)

And if it sounds too good to be true, we’ve got plenty of student’s stories to prove it works. The BAI Program has totally changed the lives of everyday Australians, just like you.

Many of these everyday Australians don’t even have a business background, yet they were able to succeed as Buyer’s Agents. And the reason they’ve done so well is that everything they need to succeed is in the program.

Of course, we cover everything a Buyer’s Agent needs to know to help their clients buy their perfect home. But we also cover business management, marketing, and sales skills to help our students to have an edge in the market.

You see, there’s way more to being a Buyer’s Agent than just helping someone to buy a home. Because that’s just a job, There’s actually a whole career and business that give Buyer’s Agents huge earning potential. But only if they know what they’re doing.

And BAI students know exactly what they’re doing.

The Online Component of the BAI Program may only be 6 weeks long, but the support our students get extends way beyond that. Each week there are live calls that help to accelerate the Buyer’s Agents’ success.

As you can see, The BAI Program is more than just a course. It’s a career with a community of like-minded people who support each others’ success.

Right now in Australia, the need for Buyer’s Agents is growing and it’s sometimes hard to keep up with the demand. Which is why now is the best time to become a Buyer’s Agent.

If you like property, buying houses, and helping people… then becoming a Buyer’s Agent could be the most fulfilling career you’ve ever had.

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

#17 – Why You Should Think Outside The Box with Trent Iverson

buyers agent in Australia

The property business in Australia is very vibrant. It has countless opportunities and avenues for those who like to think out of the box. One such person is Mr. Trent Iverson. Trent Iverson has been running a property agent business called Harris Iverson for the last 2 years.

He has over 20 years of experience in corporate sales and marketing. After attaining success in the corporate world, he shifted his focus towards establishing his own business. He went on the entrepreneurial route and successfully exited that business.

The Hybrid Model

Stepping into the property business, Trent started off as a Buyers Agent. His success in business has come from his inner circle and previous networks around the suburbs of Sydney. He had bought a property in Hawkesbury district and people started coming up to him asking if he can help them in sales. He helped them sell their properties and quickly realized that he had much more to offer than just being a sales agent.

The same people who sold their properties also had to buy new ones. So, Trent became their Buyers Agent in the next deal. He recognized the fact that buyers are sellers and sellers are buyers. There are many tight regulations regarding representing both the buyer and the seller but they are very distinct in the transaction. Hence, he never represented both parties in the same deal.

When people come up to him asking to sell, the first question he asks is why aren’t you choosing the top agent in your area and mostly the answer is that they don’t have an established relationship with them. Trent then became their co-representative in the deal. But his fee comes from the co-agent and not the buyers.

Commercial Property Deals

As a property manager, Trent has not limited his vision to just one niche. This has played a big part in his success. Every new business has its challenges, the way to overcome them you have to be flexible. If you are rigid in the first 12 months of your business, it’s not great. If you see an opportunity, put some fuel on it and explore.

These opportunities came to him in the form of commercial properties. Commercial deals were relatively new for him. Property portfolios in the residential and investment level are a bit saturated and now he was looking for opportunities in the commercial sector.

Commercial property trading has less emotion attached to it. Since his property business was relatively new, the main problem was cash flow. He wanted to become a Buyers Agent, but saw opportunities along the way and took them. That allowed him to increase his network.

Future Goals

Trent’s journey has been one of diversification. He is a Buyer Agent, a real estate agent, and is also involved in property management. He also buys property and his portfolio is now up to 12. However, he did not lurk into the investor market.

His 2020 goals are to introduce the rentvest model, looking for cash positive properties and also a commercial market.

Commercial  properties are a big space. Trent gets a little bit creative in his process. He works with their financial advisors and accountants.

Similarly, the rentvest model is a national style of investment. Because a lot of people are renting and don’t want to change their lifestyle. to get comprehensive insights, listen to his full podcast below

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

#19 – How To Win The Game Of Persistence With Sanders Muleya

YT Ep19

Sanders Muleya:

No. Look, when I came to Australia with the $50 I never thought I was going to be eh, eh proper. Enter Plano in the first place. I was just concentrating on my nursing job.

Ben Handler:

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 at the buyer’s agent sector is providing people to bring awareness around the 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, the journeys, the stories of remarkable buyers Byzantines who are paving the way forward in one of the fastest growing career sectors in real estate. Our guest today is Sanders layer. Sanders has an awesome story. He came to Australia. Fonzie Bob, we in 2004 he had a family and has a family. He came by himself for the first year. He’s a registered nurse and he was a registered nurse before he arrived. He wasn’t just working that job. He was working three jobs and when his family arrived a year later, within six years after that, Sanders had accumulated 15 properties in Australia and he made some mistakes along the way. However, he was able to purchase and build a portfolio of 15 properties. Sanders right now is pursuing his passion as a buyer’s agent. He’s recently started his buyer’s agent company called MRSA property consulting. He specializes in positive cashflow properties that deliver also instant equity across Australia. I’m really excited to dive into San as his story. It’s very inspiring. Today I’d like to welcome Sanders.

Sanders Muleya:

Hi Ben. How are you? Thanks for the invitation to have me here. Pleasure having you here today. I must say

I am excited to be here.

Ben Handler:

You have a remarkable story. I didn’t really understand the extent of it until a few months after we met. I thought we’d begin. Maybe just hearing from you around, obviously I didn’t mention as well when I introduced you that when you arrived here from Zimbabwe in 2004 by yourself, obviously not with your family, you had $50 with you. Did you ever think that you would then be able to purchase and build a portfolio of 15 properties within a six year time frame?

Sanders Muleya:

No. Look, when I came to Australia with the $50, I never thought I was going to be proper plan in the first place. I was just concentrating on my nursing job.

Ben Handler:

Yeah. I’ve always had a lot of respect for people who carry out the role in nursing and looking after people and being in service in that way. Did you, did you ever think that you’d then transition into real estate at all?

Sanders Muleya

Uh, when I was young, when I was 18, I had a passion for property. I actually happened to build my festival, but when I was 20 years old is something that I loved, but I never thought I would achieve so much.

Ben Handler:

It’s amazing. And your wife, I’m assuming she’s been very supportive of all the transition that you’ve made and changes.

Sanders Muleya:

Yeah. Luke, we have gone through difficult times, uh, just settling in into a foreign country. But once we did, my wife has been supportive throughout the journey.

Ben Handler:

Was there any mentors or specific people that you may have not meant who you would maybe still consider as a mentor, just through inspiration that helped you get through? Not so much the adversity, but I mean coming to a country where you don’t know anyone, moving you by yourself and leaving your family behind with literally $50 and then being able to create what you’ve created for your family and yourself. I mean, was there anyone that you were following or inspired by that helped you stay on the path of entrepreneurship?

Sanders Muleya:

Initially I just started on my own. I made a couple of mistakes but realize I would go nowhere. So this is when I started educating myself. The person that comes into mind is um, OLED called, uh, halt. She has actually helped me a lot and she has been an inspiration up to this stage.

Ben Handler:

Amazing. That’s phenomenal. And it’s important, right? To have people that you look up to and, and mentors and people that can help you navigate and stay on the correct path.

Sanders Muleya:

Yeah, you are correct. Pen because for now, everything I am doing, anything that I’m achieving, anything I’m learning, I always have got a mentor behind me. That’s phenomenal.

Ben Handler:

You made some mistakes like we all do with some, some of your initial investments. Is that correct?

Sanders Muleya:

Yes. I actually lost a lot of money on my first investment and um, yeah, that’s when I thought I needed a lot of education.

Ben Handler:

So education has been also something that has been important along your journey.

Sanders Muleya:

Apart from education itself, I find I’m actually implementing what you have learnt. It changes a lot. You can read books, you can do whatever I do, but if you don’t implement it, it doesn’t make sense. Execution, right. Execution. Yeah,

Ben Handler:

it’s theirs. I feel like with all the information available online and how interconnected everything is with technology, we can learn so much, spend so much money on learning, but if we’re not executing, I guess we may not ever get there. Right?

Sanders Muleya:

Yes. It’s actually just remains a dream until you do it. You, you, you, you will never achieve anything until you get to practice it.

Ben Handler:

So let’s talk about when you first got here. You’re away from your family, you’re working as a registered nurse here in Australia, you were then working two other jobs, is that correct?

Sanders Muleya:

So I can actually say I was working pretty much 24, seven. I had my main, I had that two jobs that I used to actually work because I lived my family back in Zimbabwe. I had to raise money to actually bring them here. So I, that’s why I was doing three jobs, three jobs.

Ben Handler:

Yeah, it’s a lot. And now you are running your new business [inaudible] property consulting.

Sanders Muleya:

Yeah. So now I, I am still waking as at sadness, but I’m actually on my last two days of my job and um, I have until the midyear and I’m now gonna work predominantly in my business. Mrs [inaudible] consulting. Yeah. That’s, that’s, that’s has been my, my main goal.

Ben Handler:

Okay. And how have you found this whole transition of becoming a buyer’s agent and helping other people buy properties like you’ve done for yourself?

Sanders Muleya:

Look, uh, in nursing I’ve been helping people and I find that, um, I’m also helping people when it comes to investing. A lot of people don’t have knowledge. And I find that inspiring when I see a family or a person that I will help to change, you know, their financial position. This is, this is what actually makes me proud. Yeah.

Ben Handler:

It’s, it’s a feeling that’s hard to sometimes describe when you’re helping people build wealth, build a future, obviously getting in there and executing on buying that property or properties for them. It’s, it’s, it’s a good feeling isn’t it?

Sanders Muleya:

Yeah. It’s actually, it’s, it’s that feeling that you can’t really describe, but you say, you said, you said it is a, a, a breath is a fresh breath of thinking. And uh, for me it’s a, it’s, it’s something that I, I really like and uh, I can’t, I can’t wait to concentrate on it.

Ben Handler:

How long have you been a registered nurse for?

Sanders Muleya:

So I’ve been working as a registered nurse pretty much for 30 years and I’ve done no other career other than nursing. So this is a big move for you. Yeah. Look, this is something that I’ve been inspiring for. Um, I’ve been always looking to be my own boss and be able to work for myself without being tied to a nine to five job. Unbelievable.

Ben Handler:

It’s incredible sitting here and you know, talking with you and seeing you or just even hearing that you’ve been a registered nurse for 30 years and you’ve been so successful buying property for yourself and now you are going to, I guess, move into your new career, full time doing it for other people. I mean, it’s not just change, but I think there must be other, uh, feelings and emotions coming up for you because it’s, it’s your passion.

Sanders Muleya:

Yeah. Luke, apart from that, I then have enough time with my family. You know, I can plan my life around what I like most. Um, I don’t have to be forced to work. Most importantly, you know, I’ve actually created a very good retirement for myself and everyone around me. Yeah. It’s amazing if your family,

Ben Handler:

that’s incredible. So you’ve been doing the buyer’s agent business, MRSA, property consulting part time. How many clients have you helped while you’ve been doing it? Part time?

Sanders Muleya:

So my business [inaudible] consulting started in February, 2019 and just in the first four months I managed to sign nine clients that I helped. And by today we are almost into February, so my business will be one year them. And so far I’ve helped um, 15 clients and I’ve got 10 clients waiting to be helped. Wow,

Ben Handler:

that’s amazing. Then you’ve probably got too busy maybe.

Sanders Muleya:

Yeah. But the, that business is the one that where you actually like to do it. You don’t, you don’t fit it

Ben Handler:

doesn’t feel like work. Yeah. So February this year, obviously next month, which is around the corner, you are going to jump into your MRSA property and consulting full time.

Sanders Muleya:

Yeah, pretty much. Um, among reality, having a peg in the sense to live, uh, my main job by may this year.

Ben Handler:

So the strategy or the strategic direction in terms of where you help people? The, for the, correct me if I’m wrong, the focus is on positively cash flowed properties.

Sanders Muleya:

Yeah. Look, I, I’ve never liked the negative gearing because it actually, um, it’s, it’s a, it’s, it’s, it’s a form of a business where you are just losing money. So I’ve been concentrating on positive cash flow and instant equity properties where, you know, day one you actually paid for owning that property without waiting for 10 years to on top of that, we also have clients that um, you know, they, they actually want to make instant equity, so meaning they, they want instead of cash. So we then they’ve got, um, properties where you acquire, you can be able to edit one or two more houses at the back, settle one, sell to a, depending on the, depending on the strategy and then move on. So my, my business is, is national. I help everyone throughout Australia, but I’m predominantly looking in the South coast, Western Sydney, central coast, um, also Brisbane and parts of Tasmania.

Ben Handler:

And your clients that you’re servicing, you mentioned that you know, you, you signed up obviously quite a lot in your first year. What are the typical concerns or reasons you feel like they’re engaging with you? For example, are they people who’ve never bought an investment? Are they looking to diversify into a different state or they’re time poor? What are the main reasons you feel like they are engaging with you?

Sanders Muleya:

The, the majority of the clients that I’m actually engaging us are those that have heard about our story and clients that are very busy professionals, they don’t have time. They may have the expertise but they don’t have time. And so these are people that want to invest and they want to, you know, invest with a trusted professional who can actually do all the legwork and minimize the risk.

Ben Handler:

Yeah, you’ve got a phenomenal story and I mean it must touch a lot of people’s hearts. It’s very inspiring, especially for people who are looking to build wealth through assets in property. And you know, they may only be working one job or whatever their situation is, but I guess when they hear your story and you came here with $50 you’re working three jobs, you said basically around the clock and then within a six year period, your bet you’re able to buy 15 properties. I mean itch it, it must show a lot of hope for people around what’s possible.

Sanders Muleya:

Yeah. Look, people are just concentrating on and on working and not really looking at their retirement because, um, time is what we are all measured with and um, you know, everyone should look at how much they have when they are due to actually retire and personality. I have chosen property as a, as a vehicle to get me there.

Ben Handler:

Yeah. And do you invest just on, on a personal or do you invest money in anything else or is it just strictly properties your platform?

Sanders Muleya:

Yeah. Um, as I said, um, I tried to just concentrate on property investing. I do my own developments. I also do joint ventures with other, with other clients that, um, you know, they want us to project manage their, their, their projects because they, they do not the time. So, uh, I predominantly invest in their properties. Yeah.

Ben Handler:

Okay. Had you heard about, before you joined the Institute and you decided to become a buyer’s agent, had you heard of buyer’s agents previously or was it a new thing for you?

Sanders Muleya:

Uh, I’ve heard about the bias edge agent and I’ve, I’ll try to use the one myself and, uh, the services that they provided me that inspired me to, I’ve tried to come up with my business to actually help other people.

Ben Handler:

Excellent. So you had a good experience, I’m assuming with the buyer’s agent who helps you.

Sanders Muleya:

Yes. It was a very good experience

Ben Handler:

then that I’m assuming triggered something for you around, Hey, I could be doing this.

Sanders Muleya:

Yeah, Luke. But then I thought I could do that. But what really helped me was joining the buyer’s agent Institute to learn more on how to actually execute it correctly and, uh, help our clients.

Ben Handler:

You engaged a buyer’s agent to help you. Did you ever once really genuinely believe that you would become a buyer’s agent soon and you would be resigning from nursing and doing this full time? Like was that part of a vision or a dream for you at that stage or it was just thinking

Sanders Muleya:

I did. He never dreamed to be a buyer’s agent, truly speaking. Uh, there is one way I joined the buyer’s agent was uh, when, uh, people constantly come to me asking for help and then I thought, well, the only way I can help them is to create their business and you know, so I can actually help them nicely. So that’s when I thought of the buyer’s agent

Ben Handler:

running a buyer’s agent business part time. I mean you’re juggling your work with your, with the nursing, your time that you inject in there. Do you feel like moving into this now full time, it’s going to give you a lot more space and a lot more time to really focus in on your business? Like are you looking forward to that transition of being able to dedicate more time into it?

Sanders Muleya:

Look, I, I still work three days in my main job, but uh, I feel like I need more time to then, um, work in my business and uh, you know, satisfy my, my clients full time. Uh, I’m, I’m very, very inspired and uh, I cannot wait to actually work full time in my main job and forecast on what I actually like most. Yeah,

Ben Handler:

it’s nice when you can really focus and prioritize and really inject all your energy and time and enjoy and everything that you’ve learned over the years, really put it now into practice and really start to build your business.

Sanders Muleya:

Yeah, it’s actually very, very, very, very inspiring and uh, thanks. Thanks very much Ben for uh, you know, having assisted me as a mentor and um, you know, I knew I could have done it, but after having done the bus agent costs, it has really changed everything.

Ben Handler:

No, you’re welcome. You’re welcome. No, your story has been and is very inspiring and I know that your story is really going to touch a lot of people and a lot of people are going to want to go on the journey with you and they’re going to want to learn from you and they’re going to want you to help execute on their plan for them, which is already happening and it’s just going to keep building momentum and your business will keep growing. And I mean, it’s an exciting time and I think for you being able to really now monetize your passion and all that knowledge and wisdom that you’ve developed in the mistakes that you’ve made and being able to translate into that into successful outcomes for your clients, it’s going to be very liberating for you.

Sanders Muleya:

Yeah, look, it’s actually going to be a very, very good time for me. And um, as I said, I made a number of mistakes myself and for everyone that has had mistakes or that thing, they can do it. Sometimes it’s not as easy as you think. So it’s always nice to use professionals in every field that way you actually minimize risk.

Ben Handler:

Do you meet a lot of people, you’re obviously a bit of a network or, I see you’re always at events, you’re part of a lot of communities meeting different types of people. Do you find there’s a lot of people who are working in, in jobs that don’t serve them best, they’re not truly fulfilled with the work that they’re doing. Did you see that a lot and hear that a lot?

Sanders Muleya:

Yeah. I not, not, not, not only hearing it, I actually see it every day. You see employees not, not, not so happy at work. You know, they’re always complaining about this. They don’t have enough of that. They can’t go for holidays. They all stayed to add to their job. Yeah, I’ve actually seen this and it’s actually every day, but they have no choice. They just have to work.

Ben Handler:

I just have to work. But you know what’s interesting is Tom [inaudible], who’s you know, very, very renowned entrepreneur in the States who sold his company last year, quest nutrition for $1 billion. He put a post on Instagram recently, which I really connected with. I resonated with it and the post effectively was saying how bad you really want it. That’s what it comes down to. Like how much effort are you really going to put into it because everyone wants the change. They complain, they want more money, they want a better life, they want more holidays. Everyone wants different things and typically aren’t working and serving their true purpose. But I think the true question is how badly does someone want it? What do you think about that?

Sanders Muleya:

Yeah, look, I think it’s about mindsets. You may want what you want, but if you don’t execute it and, and, and follow your dreams, that’s how we actually remain his employees for, for, for the rest of our lives. So to change everything, whether it’s investing or anything, you have to take that step. Otherwise no one would do it for you.

Ben Handler:

Yeah. It’s amazing. Before we finish up, what are plans for you this year? I know it’s your first year with the new business full time. Have you got any grand plans or are you just planning on just building some, some momentum at a pace that suits your [inaudible]?

Sanders Muleya:

Yeah, look, uh, the plan that I have this year is, um, I’m actually having a one week holiday to Japan, um, in may. And then, uh, I’m also having a three week holiday. After that, I’m going back to Zimbabwe just to see my family and then I’ll come back and once I come back, I will then purely concentrate into my business and serve my, my clients. That’s all I’m actually gonna do this year.

Ben Handler:

That’s incredible. Mate. You deserve it. You deserve the holidays and hopefully now you can have a lot more time to do things that you want to do, traveling or whatever it is that your hobbies that uh, serve you. I really am looking forward to what the, to what life brings you from 2020 onwards.

Sanders Muleya:

Thanks Ben. This is quite inspiring. Where can people find you so people can find me three ways either on my website, WW [inaudible] dot com today you or email me on info at [inaudible] dot com today you or you can give me a call on zero four three one five double seven six two zero for a chat.

Ben Handler:

Fantastic. Thank you mate. Really appreciate it. I hope you found this discussion with Sanders inspiring. I feel like so many people want to create change. As I mentioned, their life. They want to do different things and to really, I mean I’m connected with Sanders in the sense we work together. We, we chat a lot and I’m constantly reminded and inspired by San as a story, literally coming here with $50 in his pocket in 2004 working three jobs, being a registered nurse for 30 years, being able to build a portfolio of 15 properties in literally six years and then now really pursue his dream. The courage in that and just the, the adversity and the resilience and the persistence and what he’s sacrificed. It’s inspiring. So check out Sanders. He is an absolute machine at what he does with buying properties. Made a lot of mistakes. He’s done it himself. He’s buying as we discuss positive cashflow properties in specific parts across Australia and also delivering INSEAD equity through his acquisition of properties for his clients. Please check him out. Connect with Sanders. He’s awesome. See you soon.

Watch the full episode here:

https://www.youtube.com/watch?v=M89LJSx5V7A&t=146s

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

#18 – Treat Your Customers Like They Own You – Because They Do With Craig Hale And Drew Keenan

How to become a good buyer agent

Buyers Agents are on a mission, and that is to facilitate people in purchasing residential and commercial properties. Individuals, couples, and business owners are continuously looking to expand and improve their living facilities but not all have the liberty of investing extra time and effort for property stock evaluation.

The same was the case with Craig and Drew Hale. Both are entrepreneurs and with 2 daughters who worked with Rachel, a buyers agent. Rachel helped them to buy their home as they wanted to expand their living space.

Young girl with piggy bank

Perks of using a Buyers Agent

Craig and Drew used to live in the United States. When they moved to Australia, they wanted to buy a new property. Since they had daughters, ran multiple businesses and had a shortage of time, going out and looking for properties was out of the question for them.

The idea of a Buyers Agent is well known in the US and so they decided to look for one. They were introduced to Rachel through a mutual friend. They had no doubts about her abilities as she came recommended.

As they are businessmen themselves, they always seek the advice of experts. Buying property is a big decision and it is ill-advised not to take help from someone who works in the industry. They didn’t realize that Buyers Agents were specialized in certain areas. Luckily for them, Rachel had experience buying properties for previous clients in the same area as they were interested in. That turned out to be invaluable for them.

Buyer's Agent fees

Buyer’s Agent Fee

Some people consider the Buyer’s agent fee as an extra cost in the buying process and try to avoid it. When asked the same question from Craig and Dave, they said that they had no objection paying the fee. The fee is a small percentage of the total price property.

The reason for that is the level of trust that Rachel developed, her calm personality, and the amount of stock she had available was no match for the fee. In their opinion, if you don’t utilize a Buyers Agent, you end up spending more than the fee if you are emotionally attached to the property. Rachel provided access to opportunities and properties which they did not know of.

Another advantage of using a Buyers Agent is that they know the narrative put out by the sales agent. They know the tricks of the trade. Some sellers are more motivated to sell due to certain reasons. Knowing those helps buyers save a lot of money on the deal.

Using a Buyers Agent eliminates the stress that someone is playing a game on you. The thing to realize is that vendors and real estate agents are also people, you have to bring humanity in the deal. And that is the job of the Buyers Agent.

When asked whether Craig and Drew would use a Buyers Agent in the future, their answer was yes. Having connections, knowing the right value, having access to the property, are some of the added advantages that Buyers Agents bring to the table.

Listen to the full podcast below.

 
Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

Treat Your Customers Like They Own You—Because They Do

How to become a good buyer agent

Drew Keenan:

Someone did represent you because you’re always dealing with, you know, the seller’s agents, obviously representing the seller and we’ve sold properties before and you just, it’s, yeah. You know, you know that they’re not doing the buyers any favour. So, yeah, everyone, it makes sense.

Craig Hale:

Yeah. It’s, it seems, like a no brainer.

Rachel Cruz:

Hi guys, my name’s Rachel Cruz and we’re standing inside Orange Theory Fitness at Potts point. The reason why we’re here is because I really just wanted to acknowledge, my, my recent clients, Craig and Drew who happened to be the owners of this stub, this are very successful establishment. we’ve just had a really, I’ve really enjoyed working with these two amazing gentlemen and just wanted to let you say hello and share a little bit about a story. [inaudible]

Craig Hale:

Thanks. I’m Craig. And this is Drew. we’ve been working with Rachel for just under three months now. We engaged her to, help us buy a home as we’ve got, two young daughters and we needed to move and expand our living space. and we were recently successful just a couple of weeks ago. We purchased our home and moving in in the new year, which we’re very excited about and it’s been a great journey working with Rachel. So happy to share more about that.

Rachel Cruz:

Well, here in the studio, I’m just wanted to really share a little bit more about the journey. Me being a buyer’s agent in the industry for many years. but I always like to get curious about the client’s perspective and hear from their side. So, I thought I would, you know, take this opportunity to delve into a couple of questions. Hope, lids relevant. Craig, Andrew, we were introduced by a mutual contact. Do you mind me asking in terms of what actually, you know, what did anything happen particularly? Was there a situation that unfolded that prompted you to, you know, engage the idea of using a buyer’s agent?

Drew Keenan:

Children, multiple businesses, no time.

Craig Hale:

I think, I mean, I think there’s a few things which probably influenced our decision to do it. Number one, we’ve, we’ve lived in the US before. We have a friend who’s, in real estate over there. It’s very common practice to have buyer’s agents over there. And we always thought, why did they do that here? It makes so much sense. the other side of it is, you know, running our own businesses, you make some big decisions and every time you make big decisions or financial decisions in business, you always seek the advice of someone who’s an expert in their field and you happily pay those fees. So, this is a big buying decision in our personal lives. So it seems crazy that you wouldn’t actually engage the assistance of an expert.

Drew Keenan:

Someone to represent you because you’re always dealing with, you know, the seller’s agents always. You’re representing the seller. We’ve sold properties before and you just, it’s, yeah. You know, you know that they’re not doing the buyers any favours. So, yeah, you’re right. It makes sense.

Craig Hale:

Yeah. It’s, it seems, like a no brainer. Plus we’ve got two young kids, we’re really busy. We their businesses, and we didn’t have time or the desire to become experts in property in the areas that we wanted to look in. People said thus kind of weekend studies. I’m like, God, I’m trying to look good.

Rachel Cruz:

I remember when we first caught up. Did you guys spend a bit of time trying to look? We didn’t, yeah, it didn’t even get around to that.

Craig Hale:

No. We’d, we’d spent time talking about getting a buyer’s agent and I’d had an introduction to another buyer’s agent before, but we weren’t ready to buy. And so, when we were getting closer, we spoke to a friend of ours who then referred us on to you and…

Rachel Cruz:

And I remember on our first meeting. and I really want to feel safe to be very honest. I’d be curious to know like when we were just engaging. Did you have any concerns or doubts?

Drew Keenan:

About you?

Craig Hale:

No, no, I think, I think, the fact that you came recommended to us, you came to our office at a time that was convenient to us, which was obviously difficult to arrange. And I, you know, I was a bit naive too. I didn’t realize that there were, you know, buyer’s agents specialized in certain areas. And so I think that was quite lucky that I did ask my friend who sort of was within the industry who recommended you because he knew that you specialized in that particular patches were looking. Yeah. So obviously that that’s turned out to be invaluable from my perspective. I think also your, you’re very calming Rachel.  You are very good listener and I think you immediately, set a very relaxed, you know, come sit up, sit us up for a very relaxed, calm relationship and trusting as well.

Drew Keenan:

And you were I to read out dynamic as well, which is obviously, you know, two very, very headstrong personalities. Headstrong.

Rachel Cruz:

Well, I wouldn’t say stubborn. I work with couples a lot, steady thinking. I was gonna say that. Yeah.

In terms of when I meet with clients for the first time, you know, there’s obviously it’s a big decision. it’s a huge amount of trust and I guess, yeah, it is trust and confidence that is this the right fit to work together. and I think a huge objection is typically, if I do come up against an objection, it’s normally about the fee. You know, you’ve never used a buyer’s agent before. but we’ve gone through the motions together. Now, do you mind me asking, based on your experience of, well actually first did you have any objections with my fee and then looking back now, any views on that?

Craig Hale:

I look, I personally didn’t have any objections, because I think maybe I’ve been conditioned by, you know, having to spend big sums of not big Sam, sorry, correction, what might be perceived as big sums of money. For some, you know, it’s like a muscle that you exercise in business and you kind of get a bit lax about it, which maybe is not a good thing. But I also could put it into perspective that the fee rate in reality is, you know, being a small percentage of the total price of the property. But now I feel like I could easily have spent that amount of money and more by either making mistake and buying the wrong property or overpaying for a property because I became emotionally attached to him and Andrew acted impulsively. so to me, I can really justify it.

I think it’s a, it’s, I don’t think it is expensive. I think it’s, I think it’s all relative to the value that you get out of it.

Drew Keenan:

Plus, yeah, I agree. I think, like I was saying to you off camera before, I don’t think, I think we would have ended up, probably not, you certainly wouldn’t have had access to the opportunities that you presented us. We just wouldn’t, wouldn’t even know about them for one. so that was, that was quite useful. But if we were factoring the value of our time in trying to find a property ourselves, whether we can say, I do say it would have, if you actually charged out those hours, it would have, we would have spent more and probably paid more. So financially we would have been a lot worse off.

Rachel Cruz:

And I think like, when you’re looking for that, you know, buying an investment property is very different to buying a future home and also factoring in all the short term and long term, you know, needs. I kept thinking, you know, this one’s going to be too much work for the short term. It was really important to factor that in with the decision. So it’s always, I’m balancing all the requirements

Drew Keenan:

Which, which changed and you helped us actually identify things that we thought with, I think that first meeting what we said we wanted with that laundry list and what we ended up figuring out what we needed through your help was quite different. Quite different. Yeah. Yeah.

Craig Hale:

Which was, yeah. I don’t know if we would’ve got, well we may have got to that point ourselves, but it probably would’ve taken us a year, year and a half, I’ll completely, yeah. In about a good town. But I think too, if you were to look, I think people make the mistake. They might look at the, the fee as a dollar value that they’re paying right now for a service, which is I think, completely incorrect way to look at it. You need to think about, think about it as what if you were to overpay that in a property, and all the time that you have to spend on looking at and making sure you’re making a really good decision so there is value in your asset and you’re not, you know, missing something big like location or you know, exposure, et cetera.

Rachel Cruz:

I really, I really enjoyed refining the brief. I’m not sure if you enjoyed it, but I was just like, Oh, when I first, you know, understood what are the key requirements. and you know, things can always, they’re always fluid and you have to match the market conditions and re recalibrate. throughout our journey. Do you mind me asking, did anything surprise you guys throughout the process or anything that you learned that was interesting?

Drew Keenan:

I would say off the bat just how the market actually works. Like, obviously having sold a property before, you know, the sort of narrative that is being put out by the seller’s agent. But just seeing how, you know, these properties become available, as I said, through your access to oil of your contacts, being able to show us properties that might be coming onto the market and due to a certain situation for that particular vendor, you know, they might be more motivated to sell, didn’t even know those sorts of opportunities were, they’re like, well, my only exposure was okay, you’re going to domain or real estate.com and you look and you go, you sign in, give you these pounds. yeah. And so also not having to go through that process, just rocking up at each house and going weird with Rachel and they, I come on in. Sorry. That was some things I learned.

Craig Hale:

Yeah. Yeah. I think that, I mean that I’m going, it didn’t surprise me, but I think that was one of the things which I enjoyed the most is that it was a lot less stressful because I don’t need to feel like you’ve had to play a game or someone was trying to play a game on you because I don’t think the agents even do that with you too much except for, you know, for some friendly

Rachel Cruz:

Banter here and there..

Craig Hale:

Just because I know that you’re credible and your clients are credible, so that that made it a really nice experience rather than, Oh, here we go again.

Drew Keenan:

Yeah. Yeah. I would say that too. That’s, I liked that part of it.

Rachel Cruz:

I think, I think, my be digressing here, but I think a big part of what I enjoy about doing, you know, my doing my role is that I think people forget that vendors also are also people. Real Estate agents are people. And of course buyers are people. And I think when you, anyway, I just think that when you bring the humanity back to things, it’s, it makes it so much more simple and, yeah, and it’s, it’s, it’s a genuine joy to be working with people like you, I think working together. Did you feel, because I always like, I think it’s about the right, the right client for the servers. It’s, I’m, I’m the first to say it’s not for everyone. you guys are obviously, you know, very successful entrepreneurs, family people. You’ve, you know, you’re very busy lives and you bought property before, so very intelligent, savvy. Do you think, based on, I guess your experience, and everything we’ve been through together, would you, “Hey, use a buyer’s agent again” or, okay. Would you use it even though you’ve had that experience and you’re probably more educated now in the process?

Drew Keenan:

There’s two, the, you know, you still wouldn’t have access to days off market opportunities. I didn’t have a relationship with 50 different agents that I’m, I wouldn’t know what the right value is. I wouldn’t know if I was overpaying and that’s not my area of expertise. So absolutely.

Craig Hale:

Yeah. I don’t think we could have built up that level of education over a three month period. Two I think. plus. Yeah, no, definitely I would advise it. Yeah, absolutely. I think whether it was a, another home for me, investment property, whatever it might be, I would, if there was one available that had the expertise and the local knowledge in that area, I would [most certainly] engage to another transaction.

Drew Keenan:

You actually getting expertise. Why? For the largest purchase, you just go it alone. It does seem a little bit weird. It would be good if the market was a little mobile like American where the sellers, the sellers fee was a little bit lower. Yes. you know, so they split the transaction, what did they do? Two and two or something. But anyway, hopefully the market will move a little bit more towards that here as well. Yeah. Yeah.

Rachel Cruz:

Okay. No, no. Thank you so much. I’m a little bit a bit shy now, but, was there anything else you wanted to share, give advice on?

Drew Keenan:

Well, the outcome is fantastic. I’m super excited, super excited. I’m excited about the move. We’re very, can you help us move?

Craig Hale:

Yeah, I’m very happy. I think it’s just been a pleasure, a pleasurable experience the whole, whole way through. And for me personally, I know drew got a bit anxious on at certain times, but for me I just was so stress free because I knew that were in good hands.

Drew Keenan:

So I’m a bit anxious once. Yeah. And it was just right when it was like those hours leading up to like the transaction going ahead or not or whatever it was just, yeah.

Craig Hale:

Yeah. It was nice having a filter between any of any emotions that we had around a property, and the buying process because it, yeah, it helped me keep a little bit distance and, and you know, and also the confidence that if, if a property that we really loved didn’t work out for us, you know, there’s always another opportunities. So, yeah, I’ve, I find it really enjoyable.

Drew Keenan:
Same. Yeah.

Craig Hale:

And I think also, I just love working with you. You’re a pleasure. I think you, you know, you really listened to us and, and took the time to get to know us really well. And even, even when we weren’t probably articulating very well, maybe what we didn’t like about a property. I think you are, you’re getting a good, a really good understanding and showing us properties that did fit the best.

Rachel Cruz:

Oh yeah. That’s why I love buying, you know, buying homes. It’s a very special, you know, stage of your lives and I’m very honoured, so thank you again. Thank you. So guys, thank you Craig and Drew and Rachel, over and out.

Please watch the full episode here:

 

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

People Looking For a Buyer’s Agent Should Know The Answers To These Questions

choosing the best professional buyer's agent

As Buyer’s Agents increase in popularity, so does the confusion and “misinformation” about their role within the property buying process. Some people aren’t clear on the role of Buyer’s Agents, so they think they’re unnecessary during property purchases. 

But this couldn’t be further from the truth.

Every day I receive questions about Buyer’s Agents and asking me to demystify the role they have. So I thought I’d take a moment to give you my frank and honest answers to a few of the common questions I get. 

1. Why would I pay you to find a property on the market, i.e. online, on realestate.com.au, and domain.com.au? I want only off-market properties from you.

This question is an interesting one. The fact that you want “off-market” properties makes me think they could be a “problem client.”

Now that may sound harsh, but this is why I say that when people want off-market properties, it usually means they can’t execute and buy a property that is on the market.

What I find is, the properties available online aren’t the ‘actual’ problem – the problem is that the person cannot buy them. Which is why they end up turning to Buyer’s Agents to help them. 

And I’m sorry to be the bearer of bad news. The off-market property is not the solution they are looking for. They need help with executing what’s already online.

2. Real Estate Agents are free for people buying property – what makes you different from a real estate agent?

Every time I get asked this question… I have to pause and bite my tongue for a few seconds. I then inhale and then say as calmly as I can… “Are you aware that Real Estate Agents work for the vendor, in fact, they are legally obligated to get the best price for their vendor, not you, or any buyer.”

Basically, Real Estate Agents are experts at getting buyers to pay more money for the property they’re buying. They are highly trained to do this and are very skilled at it. They do it day in and day out… and they can do it with their eyes closed.

3. I can do this myself, why would I pay you 2%+gst for your commission?

Seriously… if people could actually do this themselves, then why we even having this conversation?

When you sell your home, you would willingly pay a Real Estate Agent 2% to help you sell your home.

So why are people “unwilling” to pay a Buyer’s Agent like me 2% to help them buy a home? Especially when I can get their time back, their life back, and finally buy the right property at the right price for them… with little to no effort on their behalf.

Usually, I answer that question with a question of my own… “How much is your time really worth?”

 4. You are close to double the price, compared to some of your competition.

The simple answer to this question is, “You get what you pay for.” But let’s go a little deeper on this one, shall we? 

When you seek out the best barrister, surgeon, or any highly paid professional who “is the best” at what he/she does… Do you automatically look for the cheapest? And do you automatically ask them to discount their price?

These professionals have not set up their business as a charity. They have acquired the experience and expertise to be the best at what they do… and they deserve to be remunerated as such. That’s why the best of the best is usually, if not always the most expensive. 

It’s the same for Buyer’s Agents. You see, the best Buyer’s Agents are the ones who have the best negotiation skills.

In fact, you should be dubious of a Buyer’s Agent who doesn’t charge a decent fee for what they do. It makes me wonder if they ever get the best price for their clients. (I think it’s a great indicator of the result you’ll get from them.) 

Also, the best price may be important when you buy a commodity like a TV or a car… but like in the case of a surgeon or a barrister, sometimes a reasonable investment is required to get the result you truly want. 

So just remember that the cheapest Buyers Agent may save you money in the short term… but could end up being a very expensive mistake, emotionally and financially. Perhaps the question you need to ask is, why are the other people charging less, and what aren’t they doing for you?

 5. How long can the process take?

Oh, I wish I could accurately predict this… but unfortunately, this part of the process is not predictable at all.

However, what I will say is this… it’s not uncommon that the 1st property I present to my clients is pretty close to perfect, or in some cases, it ends up being the one we buy.

That’s because, when you look at property 7 days a week, and you buy property all day every day, you become highly skilled at executing on people’s ideal properties. Or what I like to call their “vision properties.”

So usually, it can take around 34 days or less on average to buy the perfect property for my client.

6. What’s a key point of difference for a Buyers Agent, compared to a buyer, without representation?

Firstly, it depends on who the Buyer’s Agent is. And the reason I say that is, there are 3 major points of differences I see in Buyers Agents:

  1. Good access to stock: When you’re searching for stock 24/7 and on the phone, all day hunting for it… there’s a high probability that you’re going to get access to much more than the average Buyer’s Agent.
  2. Relationships with real estate agents: These relationships are so critical. And they’re developed from doing “many deals” with “many different real estate agents.”

    Because of the nature of what we do, we build a business relationship, unlike a “typical buyer” who is often seen as an opportunity to get more money out of. The price we pay and the price you pay is like comparing a lemon and an orange… they’re completely different. We’re also privy to property that you wouldn’t ever see.

    This all comes down to understanding their process, building trust, learning how they negotiate, plus many more tactics we have up our sleeve to jam the price and terms, as low as possible.
  3. Negotiation: Let me be clear here if you are not negotiating on a property every week of the year, then, you are like a person who wants to lose weight and goes to the gym twice a year and has terrible eating habits, and STILL thinks they’re fit. My point is, don’t fool yourself…  this is a highly developed skill that you need to work on each day, each week to maintain “match fitness!” 

Hopefully, my answers help to clear up any confusion about Buyer’s Agents. The fact is, all Buyer’s Agents are not created equal… you need to do your due diligence.

But one thing is for sure, Buyer’s Agents are on the buyer’s side of any property deal or negotiation. And the good news is, Buyer’s Agents are here to make your life easier. 

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

Why You Should Think Outside The Box

Think Outside The Box

Trent Iverson:

So my, my first thoughts were, you know, going down that that sales path, however, you know, I mean, not all the time sales agents get a good rap. So, I guess there was this, this, emerging, phew, such as, buyer’s agents. And, I guess that’s how you and I came to meet. And, so yeah, I thought, look that, that, that fits with where I am from a, a business manager in terms of, working from an emotional level with people as opposed to purely sales, I guess. So, so that led me down the buyer’s agency track. But you know, as you know, we’ve become a bit of a hybrid from that. Now,

Ben Handler:

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 at the buyer’s agent sector provides people to bring a rareness around the value that buyers agents provide, people who need help buying property. Our goal with the show is stripped back and dive into stories about remarkable buyers agents who are paving the way forward in one of the fastest growing career sectors right now in real estate. Our guest today is Trent Iverson. He’s been running a property agent business for the last two years called Harris Iverson trends career, didn’t start in real estate. He’s got 20 years corporate experience working in sales and marketing. He then went down the entrepreneurial road and started a very successful pit management business. He exited out of that business recently and the last two years he’s been running Harris Iverson.

Ben Handler:

He’s got a very interesting business model and we’re going to dive into his story today. I’m really excited to introduce Trent. Welcome Trent. Thanks Ben. Thanks for having me. Good to see you again. Thank you so much. So you’ve got a very interesting business model, which we’re going to get to. However, I remember when we first spoke, you were looking to become a real estate agent and you ended up becoming a real estate agent and a buyer’s agent. Let’s talk about this hybrid model because I think what you’re doing is very interesting and I know some people have different perspectives and opinions around representing sellers and buyers, but I know you are doing it differently. EG, you’re not doing exactly in the same area. Do you want to maybe share a bit around how your muddles progressed?

Trent Iverson:

I guess, the buyer’s agency we’ve spoken in the past, the buyer’s agency business for me has come from, you know, my greatest successes have been my inner circle. My previous networks are particularly around the Eastern suburbs of Sydney, more on a, a residential owner, occupy sales perspective, over a period of time. I have a holiday property, up in the Hawkesbury district, and out of a, I guess of a need, of choice. There were very few real estate agents up there. People started to reach out to me and say, look, Hey, you know what, we love what you’re doing. We’re seeing the great testimonials that you’re getting. Can you help us on the sales side? So, so where there’s an opportunity, you know, we threw a little bit of fuel out edits and yeah, we’re, we’re making some great inroads up there.

Trent Iverson:

It’s amazing. So you buying property for you, you’re buying clients, you’re selling property for, you’re selling clients, obviously I’m assuming North of the Hawkesbury, cause you’ve, you’ve got a lot of demand there. And then those people that you’re selling for in the Hawkesbury, I’m assuming it would be turning into clients for your buyer’s agent business spot on. And, and I think this is where this mutation, of what we do, where we can actually quite effectively, work on both sides of the fence, but, pardon the pun, the, that we can actually have a very strong industry, outside of a traditional farm. We can have a very, very strong industry both on sales and buyer’s agents. And one thing that I think what  is really important to remember is sales professionals or real estate professionals is that buyers or sellers and sellers are buyers. And I think it’s our obligation to be able to serve those clients in whatever they want.

Trent Iverson:

Obviously we’ve got some, pretty tight regulation about representing both the buyer and seller, but we make that very, very distinct between the two. The two transactions question, if you, I know you’re buying a lot around the Eastern suburbs in the city, if someone called you up and said, I’m looking to sell my property, let’s just say in Paddington, and for those who are listening to this and aren’t from Sydney, that’s a suburb and the Eastern suburbs, would you sell their property? Firstly, I would ask them, well, who is that top agent in Paddington and why would you not choose to go with them? And nine times out of 10, it would be that they don’t have an established relationship with that, with that client where they’ve dealt with me in the past. They understand how I work. There’s trust there, which is very, very important.

Trent Iverson:

so I would first ask them who is that gun agent in there and why wouldn’t they want to lose with that person, whatever their reasons may be, whether it’d be trust.I would actually look at doing a vendor’s advocacy. So I would actually go into,perhaps a conjunction,with that at local agents. So I can actually be that vendor representation on that side, but that, that, that fee would actually come from the coach agent. I love that. And the vendor advocacy piece, I’m assuming you would do that purely because you’re buying around the Eastern suburbs of Sydney and you want to be known as

Ben Handler:

the buying expert, not the selling and buying car.

Trent Iverson:

Is that correct? Correct. Excellent. Absolutely. You’re also doing property management. Yeah. So, so the property management was another,on,for, for our business. And,I’m very much a, I’ve read a fabulous book,by John Warrillow a few years back,called built to sell. It’s a fantastic book. I recommend all your listeners read it and it, and it talks about building a business that is repeatable and it’s scalable with a buyer’s agency or traditional buyer’s agency business. We have a transaction,and then that client moves on. Hopefully they become great fans and they keep buying and buying, buying with us, but quite often they’re buying investment properties so it doesn’t make sense for us if they’re buying an investment property that we can offer property management service. Again, it just keeps it in the, in that very tight, very trusted circle of my business and you know, property management is one of those things that in in tough times, if you’ve got a rent roll that you’re building, it’s great for cash flow for your business. It’s amazing how your

Ben Handler:

models transpired since we met two years ago. You know, you’ve, you’ve went down and originally you were going to niche in the buying agent space and it’s, you know, you’ve the, the flow of life. You then went to the Hawks breaches, obviously visit your place there and then there was demand for you to sell properties there. So you moved there. Then as you said, the property management’s another addition. It’s amazing how your businesses evolve.

Trent Iverson:

Yeah, look, it’s interesting. We do look back two years ago when we first met and, you know, I was steadfast. I know I’m going to buy a property on the Northern beaches for owner occupies. That was going to be my market. But, look, I, I think, I think if you’re rigid, particularly in that first, first 12 months of your business, if you’re too rigid and you don’t, you know, see, these little shiny objects are flickering in the background and not all of them are great. but I think if there’s an opportunity, I think we should throw a little bit of fuel at that. if the opportunity grows legs, we’ll give it a little bit more and, and so, so for, for me, my business will always be about seeking these opportunities that maximize the value in the transaction for my clients. And I think that’s very, very important. I heard in the grapevine that you did a Cracker commercial

Ben Handler:

deal. I was, I was hearing, you know, 15 20% discount is do you want…

Trent Iverson:

yeah, yeah. Look, look, commercial is something that, that, that we’re probably in the last six months, we’re really starting to invest a bit of time in the commercial space. I guess relatively new for us, but our clients, particularly here in the Eastern suburbs, we’ve found that their property portfolios on a residential level, and investment level, is fairly saturated. So they’re now, looking for opportunities and we’re working with their accountants and financial planners to look for some opportunities in the commercial space. So we had this one client back in about June or July this year. Very, very specific client wanted a very, very specific location. yeah. And were able to source this, this location was actually right next door to where they’re currently trading. And yeah, we, we went in, we went in hard there and, and we’ve got a great deal, was around about 20% off, off list price.

Trent Iverson:

So, as you can imagine that they’d be pretty, pretty happy with that. And you know, then the farm use this that comes from that, is great commercial transactions obviously very different to to Resi. It is. Is that something you think you’ll start? Definitely, definitely that. Yeah. That that’s something, well and truly in our 2020 business plan ,I think there’s less emotion involved, as, as you know, but for us comes down to that trust thing that if I’ve got a, a circle of clients there who are now ready to move into the commercial space, I mean, it’s just a great synergy. It’s a great transition for them and it’s something that we’re going to be investing a lot in.

Ben Handler:

You’ve built and sold businesses. You’re obviously a successful entrepreneur offs. I remember it’s just speaking to you over the years, you, you’ve got a large business hat on and you’ve got a, a thirst to learn, which I’ve always admired. Have you looked back like since starting the buyer’s agent business and going into this space, have you looked back thinking, what have I done or has it always been, I’m just committed to this, I’m committed to this look.

Trent Iverson:

another great book that I’m reading, and again, everyone should read it is the entrepreneurial rollercoaster. I don’t know if you’ve read it, but it’s fantastic. And, and it, it, it talks about, this journey that we go on and, and where, where we think we’re going to be when we start out to the journey along the way is very, very different. So, so did I, two years ago when you and I spoke think that we will be bolting on the, these various parts of the business? No, you know, because it was all new to me, but I guess from that entrepreneurial and you know, my previous, previous experience in the pet management business, you just have to constantly, constantly look for these opportunities. And yeah, I think where I am now and where we are going to be in 12 months times. Yeah. Pretty exciting stuff.

Ben Handler:

You won. I mean I think with any business, not you one. But yeah, every year is a challenge. There’s, as you said, the emotion, the entrepreneurial rollercoaster. It’s always volatile. It’s like a yoga up and down. And I be good, good to talk about some of the challenges and new one because I mean you want of any business is tough and you’re in a new sector, new industry, new business and you’re on your own. Like most buyer’s agents are starting a business. You haven’t got a team straight away unless you join a company. Cause I know you are looking to join a company. And what were some key challenges in that in that first year?

Trent Iverson:

Cashflow, number one. and I think, you know, a lot of buyer’s agents out there will be, we’ll be looking at that. but I think, I think remaining focused at the same time looking for opportunities 12 months down the track. So, so I was very focused as, as you know, laser focused on, on my buyer’s agents business. However, seeing these other opportunities come along as you go, don’t ignore them. And I think, I think that was one of those challenges in that first year. There were these other opportunities presented themselves to me, but I was too focused on that one goal as opposed to taking the blinkers off and have a look what is coming around you because your network particularly will provide opportunities that perhaps you would not have seen. and don’t be afraid. Don’t be afraid to give them a go because it will all work out.

Trent Iverson:

Yeah, it’s so true and you’ve, you’re right, you’ve got to look at opportunities as they come to us, assess the viability of them, do they shoot, is there a good return, what’s the time involved, et cetera. And then if it makes sense, you jump in. Right. And that’s what you’ve done. Correct. And I think that’s really, really important that a look at, I, I talked to a lot of the other [inaudible] students and, and they’re doing exceptional things and, you know, some have gone on a journey of purely investment and doing extremely well. Others are doing very, very well in residential. But for, for me, my mind doesn’t stop as you say. You have this big, big entrepreneurial head. And for me, yes, my journey has been diversification, and delivering a offering to my clients that that basically keeps them in the loop.

Trent Iverson:

I love it. And you’ve been very successful buying property, correct yourself and obviously I’m assuming that that was a catalyst as to why you decided to explore this space. Is that fair to say? 100%. Yeah, a hundred percent. So, my first property I bought 1996, I was 10. I wasn’t only just born in yes. And yeah, interesting. That was out of Sydney. That was up in, in Nelson Bay. But every single property that I’ve bought, I haven’t gone down an investor path. I’ve always been owner arc, but I’m fairly fairly, Footloose and fancy free so I can sell that property and move on to the next. So I look for, very unique properties generally, in blue chip suburbs, with unique assets such as views potential. and so look over the years, I think I’m probably up to about property number 12 now.

Trent Iverson:

the last property I bought as you made reference to is up on the Hawkesbury river. and with that, I’ve got three separate titles in one row on the water. So that kind of gives me, you know, a little bit of opportunity, you know, two, three years down the path to, to, to develop that. So starting to digress yesterday, last night you sent me a photo from the Hawkesbury of the fires. It’s disappointing. It’s, it’s, it’s really sad, obviously hearing about insane. The qual is and all the other animals. And I know you’re an animal enthusiast. Are you concerned around the fires hitting where you are? Cause you have to evacuate. All right, great. Great. So yeah, look, it’s, it’s, it’s, it’s life. You know, it’s, it’s one of those things, but, dealing with some of our sales clients coming down there, because we obviously get a lot of people coming out of the greatest city market.

Trent Iverson:

We’re only an hour out of Sydney and they are obviously concerned about, the fires and looking at it is one of those things. Our one client who’s recently a, a sales client, she lives in Tara Mara and she had a fire, you know, 300 meters from, from her front door. So I think, look with Sydney, we are surrounded by national parks as beautiful as they are, but they, they are volatile. But look, our RFS guys, champions and they keep us all pretty safe up there. Yeah. Nice. I just wanted to obviously check in. I hadn’t spoken to someone who was that close from being affected and had been evacuated. Yeah. 2020 plans for the business. Good plans. Yeah, very good plans. Our biggest one for us, I wrote a piece, only last week about, a portion of my, inner sphere, a notorious after being lifetime renters.

Trent Iverson:

So I think the, there’s a, there’s an opportunity for me there to start introducing the rent first model. and I know that’s a bit of a buzz word, at the moment, but there’s an opportunity there for this demographic to be able to access property, still have their lifestyle, here in the city, which they don’t want to give up. So that’s going to be a major focus for us that that rent vesting investing property outside of, of dominant markets like Sydney, Melbourne, Brisbane, looking for opportunities where the cost of access is relatively low, what hits their pocket is relatively low. So we might be looking at cash neutral cash positive properties, but then the other market that we’re going to be focusing on heavily is commercial commercial in our Eastern suburbs view. So I think commercials, I mean the, the, the investment market is obviously a lot of opportunity just where rates are and sentiments great again and timing’s good.

Trent Iverson:

But I think the converse commercials have big space. Commercial is a big space and where as as you know, that that first 12 months for me, I pretty much exhausted my inner sphere here in the Eastern suburbs. So it made me have to be a little bit creative. What we do with that market. You know, if we’re a little bit saturated in terms of residential investment, we have to get a little bit creative and start working with their financial advisors. We worked with their accountants and we start putting a strategy together for some acquisition, the commercial, and I think it’s going to be a big, big space buyers, agents. It’s something that, that there’s not a lot of us doing at this stage. and it makes perfect sense. You know, it’s, it’s a, it’s a high financial, high risk transaction. I think people need representation in that.

Trent Iverson:

I agree. And obviously moving into 2020 so this rent versus, it seems like it’s more of a national style of investment model that you guys are looking at. Correct. Yeah, I think it’s very interesting. You’re right, because a lot of people are renting. A lot of people don’t want to change their lifestyle like that. That’s a fear. I think for a lot of people. I’ve got to change my lifestyle so I’m not going to do anything. But if they can maintain the lifestyle, be a property owner or they could own multiple properties, I think it’s a win win. It absolutely is. And I’m, look, I’ve been in property since I was 10, not quite that, you know, quite young. So, so I think, I think there’s a, there’s a mindset for me that, you know, that that property will pay dividends when it comes to retirement.

Trent Iverson:

And, in this piece that I wrote it, we spoke about what’s, what’s that number? What’s that number that you need when that pay packet stops? you know, at a reasonable interest rate, which is, you know, hard to find these days. So I’m trying to get people to, to think, yes, they’ve got their life here in the city and they’re living day to day and they don’t want any impact on their life at this stage. But what happens 65, 70 years of age? What is that number that they need in unencumbered asset to produce an income that will support the same life that they have now? And I think that’s important in the, the, the, the sooner we can get that message out to people that they need to start thinking about passive income in retirement, the better it is. And I, and I think we’re approaching it from that, just start thinking about, you know, your thirties your forties now what happens in 20 years time, how are you going to grow those assets in a relatively short space of time and as you said, without hitting the hip pocket and without changing their lifestyle.

Trent Iverson:

And I think it’s a good question that people need to ask. It’s exciting. I mean 2020 seems like it’s going to be big for you because commercial, the space, it’s untouched. There’s a few buyer’s agents doing well, but I mean a few people out of what, 25 million it’s, I think it’s a big business opportunity and I think it hasn’t been exploited properly yet for, I remember when I started becoming a buyer’s agent focusing in Resi 10 years ago, it was so fresh and are just feels like commercials like that now 100% Oh look, I totally agree. And that’s, this is why we were just doing baby steps with it. We do small scale. We’re not doing anything too, too crazy out there. but I think it is a market that is relatively untapped, but I also think, it’s a different head space.

Trent Iverson:

It’s different mindset when you are going in and out. And I think you’ve got to look at, you know, if we’re looking to sales, perspective, we talk about vendor discounting, on the, on the buyer’s side, we want to maximize that, that that vendor discount for our clients. And we look back at the transaction that we referred to earlier, getting a 20% reduction. I mean, there are good buying opportunities out there in commercial because it doesn’t have the emotion that that residential has. So yeah, we see some pretty exciting times in 2020 for commercial. Yeah. That’s awesome. So out of the working 20 years, corporate sales, marketing, very successful pit management business, which you built and sold two years now into the property agent business, how does, how does this compare to, to, to that prior journey? Very different, very different. This, this career for me is about flexibility.

Trent Iverson:

it’s about maximizing the relationships that I’ve built through my corporate days. I’m also maximizing relationships built with the pet management business. The pet management business gave me access to a market throughout the Eastern suburbs, which transitions perfectly into this. So look, I think from, my perspective, being a buyer’s agent, being a property agent, it gives me some flexibility, but it enables me to work with my network that I’ve built up over many, many years and just deliver them some great results. I love it. And last question before we finish up, how do you describe your, your model when someone asks you is have you, is there a name for it or, yeah, look, look, Oh, we don’t refer ourselves to buyer’s agents or, or, sales agents. We’re property agents. and again, I think we are the mutants.

Trent Iverson:

we are the X men, in the industry, but I think, that that concept will grow. I think you and I were speaking before the show that there is a little bit where you are one or the other. And, and, and I genuinely don’t believe we have to. I think we have an obligation to a client. Whether that is is, a buying client is selling client a property management client or commercial client. We have an obligation to represent them and achieve the result that we’re being paid for. And I think if my skill set and my business can handle both sides of that equation, I think it’s something that that’s a value add for our clients. I love it. And where can people find you? A trend? Iverson underscore, real estate on, Instagram Harris, either and property agents on Facebook or [inaudible] dot com today you, or just give us a call.

Trent Iverson:

Happy to chat.

I love it. I love what you’re doing. Thanks for obviously participating. I, just want to wrap up the show now and just let you guys know that if you want to, I guess check out a very fascinating model. I really enjoy and admire what trends doing with his hybrid model. So, you know, not classify himself as a buyer’s agent or a selling agent. It’s a property agent business. So if you’re looking to sell property, you can go there. If you’re looking to buy property, you can go there. He also manages property and as he said in 2020 is going to be focusing on the national investment model. So helping people buy investment properties, not throw too much cash out of their pocket, and also focusing heavily in commercial. So check them out on the details you provided and see you next week.

Ben Handler:

To find out more about how you can become a stellar buyer’s agent yourself. Head to www.buyersagentinstitute.com.au

Watch the full episode here:

https://www.youtube.com/watch?v=ms1g2kD1jq8&t=91s

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent

#19 – How To Win The Game Of Persistence With Sanders Muleya

property investor in Australia

Australia’s economy is booming and it truly is the land of opportunities. People from all over the world come to Australia to make their dreams come true. One such person is Mr. Sanders Muleya. His story is one of true inspiration, hard work, and persistence.

The Journey

Mr. Sanders came to Australia from Zimbabwe. He was in the healthcare profession and worked as a nurse. Searching for a better future for his family, he registered himself as a nurse in Australia which he still is to this day.

In the beginning, he used to work three jobs at the same time. The crazy thing about his story is that when he landed in Australia, he just had $50 in his pocket. From there he worked day and night and after 6 years, he now has a portfolio of 16 properties in Australia.

Msisa Property

Mr. Sanders had a passion for property from a very young age. He bought his first property at the age of 20. He now runs his own Buyers Agent business called Msisa Property. He focuses on positive cash flow properties with instant equity.

He has been helping people as a nurse and wants to continue the same mission in property management. His aim is to help people buy properties. During his first few purchases, he had used the help of a Buyers Agent. This is what inspired him to become a Buyers Agent in Australia.

Unfortunately, at the beginning of his career as a Buyers Agent, he made some mistakes and lost money on his first property.

Buyers Agent Mentorship in BAI

Sanders quickly realized that he needed training and guidance from a seasoned Buyers Agent. It is then that he joined the Buyers Agent Institute. Buyers Agent Institute really taught him how to become a good buyer agent. Mr. Ben Handler has helped him as a mentor and it has changed his life. He decided to concentrate on positive cash flow properties.  

Within the first 4 months of his business, he signed 9 clients. To date, he has helped 15 clients and 10 more waiting to be helped. His business is national but predominantly works on the south coast, western Sydney, Brisbane, and parts of Tasmania. And the great thing is that this does not seem like work to him.

The majority of clients have heard his story, are professionals who don’t have time but want to invest in property. He does his own development and joint ventures with other clients as a project manager.

Buyer's Agent relaxing on the beach

Perks Of Being Your Own Boss

Having served as a nurse for over 30 years and now owning his business is very liberating. He loves helping families change their financial positions and build wealth and future for them. He has been able to monetize his passion and create a steady business out of it.

He sees people stuck in jobs, employees not happy at work, can’t go for holidays. It seems to them that they have no choice.

But in the end, all that matters is how badly do you want something. If you really want to change your lifestyle, you have to take action. It is about having a positive mindset. If you don’t follow your dreams you will remain an employee. No one will do it for you

His plan for this year is a 1 week holiday to Japan and then to Zimbabwe. Then come back and serve his clients. This is the real joy of life when work does not seem to work at all.

Listen to the full podcast below. 

 

Have you considered turning buying property into a career?

To find out more, come and watch this free web-class:
Watch the Free Webclass Here

To find your nearest Buyer’s Agent, Click here:

Find an Agent