#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.

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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:

 

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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

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How To Leverage Your Skill Into A New Career

Leverage Your Skill Into A New Career

Matt Sharp:

Yeah. Well, I mean I guess real estate and property, I’ve always had a massive interest in. You know, like even since I started working from a young age, I was always interested in buying property and wanting to buy my own property and then continue to invest from there. But I guess for me it was a matter of whether or not I could do it or not and whether or not work was going to allow me to be flexible to put some energy into this and then obviously service my clients how they need to be serviced.

Ben Handler:

Welcome back to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness around the career opportunities that the buyer’s agent sector is providing people to bring awareness around the value of the buyers agents are providing people who need help buying property. Our goal with the show is to strip back and dive into the remarkable stories of buyers agents who are paving the way forward in one of the fastest growing career sectors. Right now. Our guest today is Matt Sharp. Matt’s got a really interesting background and is currently running his part-time buyer’s agent called Sharp property buyers. Matt, his career actually started when he was looking to go down a route of playing professional rugby league. He then ended up playing semiprofessional rugby league and started working corporate simultaneously because he wanted to put his time into the workforce.

Ben Handler:

Over time. Matt has decided to take a different path now and he’s running his part-time buyer’s agent business, which is going really well. Of course there are some challenges. He’s also an investor himself. He owns his own primary residence, so he really understands real estate and he also in his spare time coaches junior rugby league athletes. So he’s got a lot to offer. He’s obviously got a lot of experience. So today I’d like to introduce Matt. Welcome Matt. Hello Ben. Thanks for having me, mate. You’re so welcome. So I remember that when we first spoke a while ago, you were looking to go down the path of, you know, becoming a buyer’s agent, but you were concerned around the time that you could invest into it because you are working corporate full time. All, I’m assuming that if you weren’t able to service your clients and your buyer’s agent business, you wouldn’t run the business?

Matt Sharp:

No, absolutely not. I’m, I’m quite fortunate. I’ve been in this corporate role now for close to 10 years and it allows me some flexibility there to, you know, provide my clients a hundred percent attention for when they need it, but also allows me to hold that corporate position as well.

Ben Handler:

How does this compare? So previously you’re playing SIM professional rugby league, working corporate, now you’re running your own buyer’s agent business, working corporate. What do you prefer?

Matt Sharp:

Uh, probably the buyer’s agent staff to be honest by, I mean, rugby league taught me so much, you know, it taught me commitment, self-discipline, strong work ethic and I think all of that stuff is transferable into a business. So doing something that I’m passionate about with property and obviously helping people or find it is challenging, but I find it really enjoyable. Yeah. Great. How long have you been passionate about real estate? Probably eight to 10 years. And first property. When was that your family home or was that investment now as a family home or there was the owner occupied home on the central coast, so where we still live now

Ben Handler:

and investing. Are you, have you been traditionally investing in new South Wales or have you been investing

Matt Sharp:

interstate? Are both. Both. So we’ve invested in our local area on the central coast as well as interstate, so yeah, and continuing to invest as well. I’m always looking for, for different deals and different opportunities to invest in different areas for myself as well as clients now, which is

Ben Handler:

I love it. And talking about clients, we had a chat yesterday, brief chat, and you mentioned that you just signed up a client.

Matt Sharp:

Yes, yeah, yeah, yeah. It went really well. There are young couples, similar age to myself, similar lifestyle, you know, they’re just looking for an investment. They had absolutely no idea where to start. They had absolutely no idea where to begin. I didn’t even know anything about a broker or what yield was or what capital growth was or anything, but they just knew that it was a smart option to do something. Now while they’re young and while they have the opportunity to, so yeah, I’m looking forward to helping them. It’s going to be really good.

Ben Handler:

I love it. And so in the short time you’ve been doing this, what are you finding are, or what have you found are the common problems as to what people are facing as to why they may need a buyer’s agent? Well, I mean for me,

Matt Sharp:

people just don’t understand the process. You know, they don’t understand the opportunities out there that you can get if you invest and invest well. They also don’t understand the process when they’re looking to buy property themselves. And also there’s too much onus on the selling agent. You know, like a lot of people are going around and thinking, Oh, but this sales agent told me that this was worth this or this, I can get this. They don’t understand that seller is obviously working for the vendor. So where I live on the central coast, the buyer’s agent things still very, very new. And I guess one of the challenges for me has been trying to get my service out there and get people to understand that this service is out there and it’s available and we’re basically there to help you know as much as we can.

Ben Handler:

Well I think it’s a really exciting opportunity for the central coast. Like obviously there’s challenges in the sense there’s not much awareness so people are like, why would I pay you? But I remember I was facing that 10 years ago when I was starting in my area where we were servicing, but then the grand or opportunity is first in and you take market share

Matt Sharp:

100%. That’s exactly, exactly. And it has been tough luck. I’m not going to sit here and say it’s been really easy cause there’s been some people that have shut the door and said, now I don’t know what you’re talking about. Or um, you know, some potential clients have been like, Oh I don’t, you know, like I don’t think that’s right. But on the flip side, you know, some local business and business partners or referral partners have been really, really encouraging saying this is really good. There’s something in this. Um, this is great as well as obviously I’ve been lucky enough to sign a few clients along the way, which gives me confidence and gives me reassurance that this service is the app. Like people need this service and there’s an opportunity here for me to make, you know, to make a proper gal over it.

Matt Sharp:

And people must inspired by the fact that you bought investment properties, you know, new South Wales, I need to state you own your own place and you’ve obviously got a lot of experience. You’ve been in the trenches buying property. And I think also around the fact that you are coaching in a professional field, a sports people that’s very transferable to be coaching and mentoring people who are looking to buy property. Yeah, for sure. I mean all of those skills that you get throughout, you know, whether it’s learning with property, like self-educating through podcast books, webinars, seminars, or whatever, you carry all those skills over to yourself, education, which can then help other people when you’re identifying good properties. But then the coaching side of stuff and the rugby league side of stuff that’s transferrable because you’re dealing with different characters, different personalities, different needs from different players or clients. So it all in a weird way, all into more into what’s the word, into wines into intertwined to twice [inaudible] clothes. So, yeah, it does. I mean, it all comes together and I guess it, it, it helps me in, has created me to be able to do what I want to do, you know?

Ben Handler:

Yeah. I love it. And you’ve had some good sign ups and some good traction. Uh, th there are challenges, which I guess we’ll discuss soon because it’s never Rosie starting any business. I mean, the roller coaster, um, what maybe they stop, like what have been some challenges?

Matt Sharp:

Yeah. So I touched on it before. Some of the challenges have been where people just think, Oh no, that’s not right. Like I’m not going to pay you to do that. Or referral partners, potential referral partners, whether it be brokers, financial advisors, accountants already have relationships with selling agents where they’re like, Nana, Nana, we’re already, we’re already covered here. And it’s like, well, you’re not really, but okay, I understand that. Um, also the challenges have obviously been, you know, time for me, like I’m trying to allocate time to obviously my corporate job as well, allocate time to my buyer’s agent role as well. But I mean, it’s all part of it, you know, like I’m really, really enjoying it. I’m enjoying the learning. I’m enjoying growing as a person. It’s, it’s been really, really fulfilling for myself.

Ben Handler:

I love the name Shah Sharp property buyers. It’s, it’s a, I mean, obviously your surname Sharp and so, um, as any potential clients they’re needing to you.

Matt Sharp:

Yeah, almost all of them. And referral partners. I mean, the not the name surprisingly is B to B here. Initially I didn’t really think anything of it. And then I’m like, Oh yeah, of course, you know. But I mean it’s good and you know, feel proud I guess to have the name out there and it and it puts a little bit of ownership or on or accountability on myself. You know, I wouldn’t put my name towards something that I didn’t wholeheartedly believe in.

Ben Handler:

When you were playing a rugby league, did a lot of your colleagues, obviously you’ve been buying property for awhile. When I say it’s not colleagues, you I guess people in your team or mates in the area, like do they own property in that game? In that area?

Matt Sharp:

A few do, but surprisingly a lot don’t. Especially like it’s quite concerning how many rugby league players, guys that have played at high level there myself actually haven’t set themselves up for retirement and for future. And that’s something that I’m working on at the moment. So I’m, hopefully I can help some more people a bit like in that space. But we’ll see how things progress here. Nice. And in terms of your clients you’ve been working with today with the new business, have they been investors or NRR? So both. So two investors. So I’ve had a couple of investors both want to invest into state because that’s where their budget allows them to and that’s where the best opportunities are at the moment. Um, and another one was they are relocating from Sydney up to the central coast. So since starting my buyer’s agent business and speaking to a lot of sales agents and referral partners, it’s come quite aware.

Matt Sharp:

I’m now quite aware that there’s probably around 60% of people buying property on the central coast are relocating from Sydney. So there’s a lot of people traveling up from Sydney to the central coast gallons through their open homes. You know, spending their whole Saturday up on the coast. Just taking a lot of time. Like the, the couple that I recently just helps, um, purchase they’d spent over six months going through opens, you know, spending all day Saturday, not understanding the different dynamics and the different suburbs in the area. So you know, I’ve had, I’ve had a quiet little mix there, which, which has been great for me and I really enjoyed helping the people that relate that were relocating up onto the central coast. I felt like I could really help them and just cut through a lot of, you know, a lot of the crap in terms of what the good suburbs were, what the bad suburbs were, you know, what was good for what reason, what was bad for what reason and where you want to be and where you don’t want to be.

Matt Sharp:

Yeah, I love it. I mean 60% I didn’t know. That’s huge. Absolutely huge, huge opportunity. So you gotta, I mean I know you will, but crack into that because as you said that that client experience you just mentioned, I’m sure it was so good because they’ve got no idea what they’re doing and there’s so much extra value you can add there. Right? Absolutely. And as you know, the relationships that you have with local agencies, you know, it’s critical. And we were getting, I was getting offered off market opportunities, pre-market opportunities. I did a whole bunch of openings, like private inspections as opposed to the open inspections, which just gives these guys so much better chance, you know, to secure something quickly. And, and also it gives them an opportunity to have a look at absolutely everything that’s available as opposed to just coming up on a Saturday and just walking through the opens basically aimlessly.

Matt Sharp:

Yeah. And I mean that’s part of the value of a editor off markets, the pre markets, private inspections. I mean the relation to the agents. I mean that’s why I guess people, part of the reasons people are engaging us, right? Yeah. 100%. That’s how we can really add some value there for owner occupiers without a doubt. I mean anniversaries too. Yeah. And intentions for running your business full time. I mean, is that something that’s on the agenda? Yeah, absolutely. I mean, that’s, that’s the ultimate goal for me, uh, with my personal situation and how things are at, at the moment. I thought that I would take on a bit of a transition stage, which I’m quite happy to do at this time. Um, and I’m just going to just put a lot of my energy and focus into obviously my business as much as I can and see where things are at early next year.

Matt Sharp:

I guess your colleagues in your corporate environment, do they know what you’re doing? They want use the service. Prior to me having the buyer’s agent tag, I guess everyone knew that I was always a real estate nut cause I always have been, you know, I’ve always been like keeping up to date with different markets everywhere, all over Australia or you know, I’ve always just even gone to opens on my own just for a bit of a look and whatever else. So it’s nothing new to me for people, friends, colleagues, relatives to call me and say, Mike, what do you think about this? Can you have a look at this for me? Can you do whatever? But now I just have the tag. I guess it’s even, yeah, it’s even worse or better depending on where you look at it. So when they call you now and like Sharpie, we’ve, we need your help with something you just like made.

Matt Sharp:

I charge now. Alright, let me start this stopwatch. A lot of it. Well, it’s true that you’re monetizing now you obviously you’re very successful at buying property. Obviously as you said, you were real estate, not, but now you’re, you’re monetizing that passion and you’ve turned it into a career, which is what I wanted to do. That’s why I’m here. You know? That’s why I reached out to you, you know, six months ago because I just wanted to have a better worth work life balance. I wanted to do more stuff that I enjoy it and I just thought, you know, why not just give it a crack? I had like a fire in my belly that I literally just couldn’t shake for if I’m being honest. Probably close to two years, you know? It was just, it’s just a little bit of a fear factor there and the fact that I am in a corporate role in what I would call and what most people would call a secure job.

Matt Sharp:

It just wasn’t, I just don’t think it was enough for me. I needed, I needed more and I still feel like I need more, which is good. Let’s talk about that fear because I mean I think everyone’s got fear right? And it what stops a lot of us. I think especially my experience in the business world, it, it can really be limiting in terms of what you can actually really do. And you said, you know, for two years you were, I’m sure, should I just putting one step forward, one step back and what allowed you to break through that? Like, well what was, I guess, was there an activation point that allowed you to, well I think it was, I as you know, like, so we were recently, my wife and I were recently in Europe for a month for our honeymoon and um, I’d just spent a month, or sorry, I just spent a week on the MLC coast and I was reading and I was just thinking, you know, I love going on holidays cause it always gives you such different perspective.

Matt Sharp:

It gets you out of your rat race and you can just gives you a chance to sort of just take a deep, deep breath and sort of understand what’s important and you know, like it’s a good chance to reset, recharge and decide what do I want to do now? You know, what’s our next goal, whether it be buying another property, go on another holiday, have a kid get married, whatever. And anyway, we just spent an unbelievable week in the Amalfi coast and I just read a property investing book, which, you know, I do regularly anyway. And um, I was on a flight going from Rome to Riga to visit some of my wife’s relatives and I listen to a podcast, the property investor, the smart property investment show, which I still listen to now and listen to regularly. And obviously you are on there and you’re talking about the BIA course, which I’d been very aware of it and sort of watch from the sidelines for probably close to 12 months.

Matt Sharp:

And it is something that I considered, but I was always a little bit hesitant and I don’t know, something happened on that flight or during that podcast where I’m just like, that’s it. Like I can’t, I’m doing it, I’m doing this no matter what. So as you know, I ended up sending you an email while I was on the plane reaching out to you to say, mate, I want to do this, you know, something happened in that podcast and let’s get it done. And obviously I’ve been lucky enough to, you know, to know you more and more and obviously I’ve leveraged on you Oh Lord and appreciate all of your help and obviously all of your time. So it’s been, that was probably the moment mate, somewhere between sitting in the Melfi coast and somewhere between Latvia, Riga.

Ben Handler:

But I love that email. And I remember Chris in our team who you, who you spoke to. Um, I remember when he spoke to me, he called me up and you guys, Benny I this bloke, he’s one of us because he’s one of us, like just in the sense of just, you know, you just, you really want it to make shit happen. You really want to give it a go. And um, yeah, I just think, I think for both of us we could tell you you’d made that decision just to

Matt Sharp:

make it happen. Yeah. I’m very much like that anyway. Like once I commit to signing, I’m just like right here, I’m all in here, whether it be fitness or you know, a job or this or whatever. I’m just like, let’s go for it and see what happens. But um, I’ve been lucky as well. You know, I’ve, I’ve been lucky that I’ve had the support of my wife where she’s just like, obviously you need to go and do this, otherwise you’re going to send me mad for the next probably forever. So go out and do it. And I’ve also been really, really fortunate. Like, obviously I’ve had yourself and I’ve had some really good like business mentors as well. Um, that have really helped me to even just get me to where I am now, which has only been sort of, you know, like a three to six month journey. You know, I’m really excited to see what it’s going to look like in, you know, three to six years.

Ben Handler:

No doubt you’re going to crush your, your wife. Just when you mentioned your wife support you, I mean that, that’s great because a lot of people that I speak to or have spoken to over the years or who are coming into this as a potential career option, usually one of the partners is a blockage, right or wrong. I just think the fact that there isn’t alignment makes it very difficult to the fact that you’ve got

Matt Sharp:

and your wife to support you. It’s, it’s a big factor. Yeah, it really is mate. And I think just going back to that fear factor, I think like explaining to your partner that this is what you want to do and the risks associated with starting a new business and how that’s going to affect them. It could be something that holds people back. So I’m very, very lucky to have a very supportive wife and although there aren’t huge overheads, but you know, like there’s a lot of, you know, there are expenses there with weather, you know, with websites and study on business subscriptions, um, courses. So it’s not like all, yeah, I’m just going to go and you know, start something with, with $2 in my pocket there, there is a, there is an investment there into the business, especially if you want to be a legitimate business, which, you know, I do.

Matt Sharp:

So we’ve invested a fair bit of money into, you know, websites and all of our subscriptions and everything that I feel you need to be the best buyer’s agent that you know that you can possibly be. Yeah. You’ve got to invest. I mean you’ve got to invest in yourself and the business to make it work 100%. And I’ve always been big on that anyway. You know, like I’ve always, um, always paid to go to seminars for property investing, uh, offer property seminars, voice paid to do different online courses, you know, prior to doing the BI BI course. So yeah, you do man, you’ve got to invest in yourself and I think that’s probably the best investment you’ll ever make. And in terms of the role, like the buyer’s agent, Ron, are you doing it part time? You’ve had some obviously great wins. What do you love the most about it?

Matt Sharp:

I mean, it’s probably the obvious one that everyone talks about. You know, it’s obviously helping people and I really enjoy like when the penny drops for someone where they’re just like, Oh really? I can own that house and it only costs me this much per week with this potential growth. Or is it, you know, can I really do this or that? It’s just, I really just love educating them and just taken along for the journey. And plus I honestly feel like buying the properties is like me buying them as well. I was looking for a client, like the ones that relocated from Sydney and they are in the high end and obviously I don’t get exposed to too many high end properties. So you know, I really enjoyed that, you know, just at least seeing, seeing the new places and understanding different markets as well. It’s really good.

Matt Sharp:

Do you think you’ll focus or take more of a focus into the owner OC space, central coast or, I’m not sure to be honest mate. I would, I feel like I have a lot to add there. Like a lot of value to add there, especially people relocating. Um, but I’m an investor at heart and I love investing. I love the numbers. I love doing the macro research. I love doing the micro research. I love understanding different economic drivers, understanding different demographics in areas and why I think they can go well and why I think they might not go so well. So I feel like I have some strengths in both, to be honest. Eventually I’d probably like to stick with the investment side of things, but I guess we’ll just see where the business takes me at the moment. I’ll just take on anyone that I feel as though I can help and then go from there.

Matt Sharp:

Yeah. And it’s important that just recapping what you just said, anyone you can help, it’s, and you know, as, as how I, um, go about educating things is you never want to take on a client that you cannot meet their objectives, right. You always want to make sure you can execute on that. Absolutely. HeartMate without a doubt. And you never want to get over your head, you know, because like I mentioned earlier, like your name’s everything and my name’s obviously on the, you know, it’s on the, on the business, so I don’t want to do the wrong thing by anyone. I’m very conscious of that. And I’ve actually reached out to a couple of more experienced buyer’s agents that are doing really, really well. People that I look up to and really respect. And I’ve actually reached out to them and said, look, if I have someone that sort of comes to me that I feel as though it might be a little bit out of my depth, are you comfortable with maybe we work together or maybe I’ll just pass them on to you.

Matt Sharp:

And you know, most of the guys around, uh, are quite, you know, they, they were great. They said, yeah, no worries. We’re happy to help you along and take you along for the ride and or even we can serve some if you can’t do it. So yeah, I love it. And lastly, I’m finishing question putting on the spot here. If you were to pick a month, next, next year, 2020, when do you think you, you’ll be at a corporate and running Sharp property buys full time. I’m going to say one month. I’m going to say June. I’ll say June I reckon. [inaudible] I’m quite confident. I’m quite determined to get there. Like I said, just, just the situation I’m in now, I just thought, look, let’s just see how this goes. And from one of my other mentors, they sort of said as much as my first meeting with him, I walked in there and said, right, I’m just wrapping up my resignation now.

Matt Sharp:

I’m ready to leave. And he was like, alright, let’s just calm down a little bit. Let’s just save, let’s just see if we can do both or maybe even potentially move into a part time role at work and just see how this is going to go. Because again, he was from the central coast as well, although he was familiar with what a buyer’s agent does. He had no, he’d never had any personal experience with one, so he was like, let’s see how this goes. But I stay in regular contact with him and he, he’s been super supportive and he just says made I think. I think you’re on to something and I think you’re going to do really well. And where can people find you? They can find me@Sharpproperty.com that I use. Also Instagram. I just use my own Instagram account, which is Matt Sharp and I don’t really do too much on Facebook, but yeah, Facebook even as well. Matt Sharp on Facebook. Love the night. Thanks. Enjoy chatting with you. Thanks so much man. Thanks for having me, Dan.

Ben Handler:

So check out Matt at his website. It’s the best company name I’ve heard. Sharp property buyers, of course he’s surname is Sharpen for those of you who are looking to invest in property, it could be at a national level. Matt’s got a lot of experience investing in property and national level. Obviously build a very successful portfolio. And also if you are considering or you know anyone who’s considering buying property in the central coast, that’s where he lives. And so he’s on the ground there, so I’d highly recommend you reach out to him for that. Hope you enjoyed it. See you next week.

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How to Build a Lifestyle by Design

Build A Lifestyle By Design

Jack Henderson:

Look, I wasn’t one of those people that hated my job. It brought me a good lifestyle and a lot of money. Um, and I enjoyed what I did, but now I sort of jumped into the buyer’s agent space part time for a few months I had to get into financial stuff in order, you know, with the properties and stuff like that. Jumping out of a career into uh, your own business, essentially you need to get the ducks in a line. So once I was doing it part time, I was tasting what the freedom felt like and that’s what got me even more hooked. And now I do it mate full time every single day. I work seven days a week, but it doesn’t feel like I work an hour. So it’s, it’s, it’s amazing.

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 to the career opportunities that the buyer’s agent sector is providing people to bring awareness around the value that buyers agents provide to people who need help buying property. Our goal with the show is to strip back and dive into the stories around the remarkable buyers agents who are paving the way forward in one of the fastest growing career sectors in real estate right now. Our guest today is young Jack Henderson. He’s 23 years old. He left school when he was 15 years old. He then jumped in with his old man and worked in the construction industry at age 18 he bought his first property at 20 years old. He then jumped into the mining industry where he was a machinery operator and during that time, up until now, he’s bought multiple properties and owns a multimillion dollar portfolio.

Ben Handler:

Jack right now is living his hobby. He’s currently a buyer’s agent. It’s released. Associates said, today we’re going to dive into his journey today. I’d like to introduce Jack Henderson. Welcome, mate. Thank you very much for having me, buddy. Absolute pleasure to have you here. Thank you. Thank you. I remember our first conversation we had and you were still in the mining areas. I think you’re driving a truck, possibly. Yes. Hopefully you didn’t have a beer in your hand. Yeah. That would maybe maybe say yes or no, and I could just feel the enthusiasm with what you’d obviously achieved. I mean, at your age, not many people. I mean that many properties and I feel like are as driven as you are and you know, have been. And so I was just looking forward to the opportunity of seeing you get into the buyer’s agent. I quit the nine to five. I’ve quit the nine to five mate and I’ve even got the shirt to prove it. I love it. So machinery operator, I mean, I, what

Jack Henderson:

Is it? Um, so I was a plant operator. Is that the, the official title? Um, and it’s essentially operating the heavy machinery in the construction and the mining industry. So the excavators, the graders, the, you know, the shovels, all the rest of it. Why’d you leave school at 15? Uh, it wasn’t by choice. I got expelled from, from two schools. Um, I wasn’t, uh, specifically a bad kid. Um, I just, I just, I knew school wasn’t for me and my mentality has always been, I want to learn from people who are in the position. I want to be in. So I guess school has a vital part in the, the, the start of your learning career. Essentially. You learn the basics of mathematics and English and all the rest of it. But I believe you hit a point where you can go in two directions. You can try and, you know, move into a job where you need formal education, you need a qualification or you can take the other path and sort of blaze your own trail. And I knew from 15 that I did not want to go down the path of going to university and getting it essentially a job for life. I wanted to, um, do my own thing.

Ben Handler:

Right. I’ve had so many people on the show who like you left school early and have built such incredible portfolio, isn’t it? Doing really well with their lives. And it’s just, I’m a big believer that you just don’t need to go school and go through that whole system and go to university or TAFE to be successful. Right. It’s, it’s not required.

Jack Henderson:

No, I look for some people that’s what they want to do. Some people want to be doctors, lawyers, you know, accountants and you need the formal education. Otherwise it’s not possible to do that role or it’s a very, it limits your possibilities. Um, but look, that wasn’t the career for me. And essentially I heard a, I heard a saying once, it was usually that the AA students worked with the D students. So the D students generally own the businesses that the H students worked for. And that’s always been my philosophy is, um, you know, I know what I’m good at and what I’m not good at a high, someone that’s better at it than me and essentially it to people who go to university. So

Ben Handler:

I love it. And it’s true. A lot of it’s true. When I think about, yeah,

Jack Henderson:

Well, you look at the, you know, the biggest companies in the world and the most innovative companies in the world, and generally the leaders are not formally qualified. They know their vision and their goal and they know that what they’re, you know, pluses and minuses are, and that, and they, they weigh in on their pluses and, and outsource their minuses. So this property 18, what inspired you for that? I guess backing myself into a corner, essentially getting expelled from school. Um, you know, go on and work with my father. Although I was earning good money. There’s still that thought in your head to think like what happens if my vision doesn’t come true essentially. So I wanted to sort of gift myself, I guess a financial, um, you know, like incentive. So, you know, buy something that if something does happen, you get there, you have something there essentially. Cause I had no formal education. It didn’t have a qualification in like a trade or anything like that. So property for me was, I’m a dad’s ain’t gone buy your property because there’s a mentality in Australia that everyone should own their own home. Um, and the second thought to it was if, if something does happen to me, at least I’ve got a property essentially. Yeah.

Ben Handler:

What were you mates thinking? Obviously you left school early at 18, you snapped up the first property and then early twenties you obviously accumulated more. What were your mates doing and what they think?

Jack Henderson:

Look, some of them, um, uh, are still with me and some of them are not, to be completely honest, that my philosophy around friends is a lot different than a lot of people. I don’t believe there is a lot of people in world with real friends, people who are in your lives for a reason, I believe. Um, and when they don’t need you for that reason, they, they go their separate ways. And so when I started doing my own thing, you know, people didn’t really need me in their lives anymore. I wasn’t going to school with them. So I, I found out really early that um, friends are not really friends essentially. So it didn’t really bother me what they thought. I knew what I was doing and I knew what my vision was. So what anyone thought of me didn’t really matter to me. And even to this day, I don’t really have friends I, I’ve grown up with because we’re all in different parts. And once you’re not on that same sort of vision and path, you just sort of go your separate ways.

Ben Handler:

Why have you or what has really motivated you? I guess I want to, I want to live up to the [inaudible]

Jack Henderson:

Potential. I know I have myself, so my biggest driving factor is myself and that’s it. So I know the vision I have and what I want to achieve and I guess it’s proving it to myself because I don’t really care what anyone else thinks about me. I want to go to bed at night and know that look, you’ve done the best she can. If it works out, it works out. If it doesn’t, I want to know that I give it everything I had. And if it doesn’t work out and you can say, Oh, let’s, I try it.

Ben Handler:

Do you find people who are really drawn to your story? I mean you’re, you’re jumping on the phone, I’m sure right now as you’re a buyer’s agent, talking to people, looking to build portfolios or buy their family homes, and I’m assuming that you own more property than some of the people you’re talking to and you could be half their age. Are they inspired you feel like when they hear your story? Yeah. Look to be completely honest, the majority of [inaudible]

Jack Henderson:

People I’ve worked with so far don’t even know my story. They just, I’m hungry. Like I’ll ring anyone and talk to anyone and I’m knowledgeable about property and in my core areas. So to the answer, their question is the majority people I’ve worked with thus far don’t know my story, but I believe with building the personal brand is sharing my story. The amount of people that haven’t essentially been clients yet, but I get messages daily that are inspired by my throat. So I went for a coffee with a guy yesterday who was a very, very, very successful real estate agent in Newcastle doing mono, probably 120 sales a year. And I had no idea this guy even knew who I was and just laid everything out, how much I’ve inspired him. He was, you know, mentioning photos that I’d put on Instagram and seeing things that I’ve said. So it’s like you don’t realize how many people actually see what you’re doing, but there is many people that pay attention.

Ben Handler:

Yeah, yeah. I didn’t mention on the intro regarding your personal brand and what you’ve been doing. I think most people when they start a business go start featuring on podcasts and sharing their story, getting editorials. But I mean you were doing that inherently before you even became a buyer’s agent, getting a lot of air time. Has that helped you? Massively. Um, even in the position, I mean

Jack Henderson:

Now with trilogy associates that wouldn’t have been, I guess as easy but didn’t have the personal brand or the story. Um, you know, to share with them and, and like, it’s very strange. Like I’ve come into this industry and probably one of the most competitive real estate industries in Australia and people feel like they’ve known me for such a long time when essentially I’ve never met half of these people, but I’ve talked to people on a daily basis and they’ve seen me on social media for three or four years and they, they think I’ve been in the real estate sphere when essentially I’m, I’m, I’m, you know, brand new.

Jack Henderson:

Well, I guess, you know, people see regardless if they see you from afar or close up social media now you can feel like you’ve known some of such a long time and know them intimately and essentially I’ve never ever met them. And that’s the joy of social media now building a personal brand. When I started, it wasn’t strategic, I just did it because someone reached out to me and said, you want to share your story on a podcast? And I did it. And then the feedback I got from one podcast, you know, lit something in my brain to think if this is what I can get with one and magnanimity of 2030 40 and start leveraging off of other people’s audiences essentially. So I think I’ve done probably 20 or 30 podcasts before I even jumped into the industry. I’ve done that, you know, videos and all the rest of it. So my name and my face was a very familiar face in the real estate industry. And I guess people trust and believe me more now because I didn’t have anything to sell back then, I just tell my story. This is what works and this is what does not work. So believe me or not, it doesn’t benefit me. So I guess it built trust and now I’m doing it as a business. Um, it’s made that transition a lot easier.

Ben Handler:

Yeah. I see how people recognize you and remember you, I mean all talking before we jumped onto this shoot just around, I was meeting someone earlier just for coffee before having a chat and I said, I’m just catching up with Jack Henderson. He’s jumping on the show. And he said, Oh, who’s that dude that wears the shorts? And I said, he’s going to be wearing the shorts. They’re like, things I do.

Jack Henderson:

Um, you know, something that you’ve taught me actually is the purple cow mentality now. I’ve always been a purple cow. Not bye bye in a meeting to do it. Just, it just my personality. That’s how I am. It’s how I talk. It’s how I act. It’s what I wear. I’ve always been a purple cow, but now I’m doing it more consciously. So the shorts, yeah, it’s summer. Why would anyone wear a suit? Doesn’t make sense to me. But when everyone’s wearing a suit and you wear shorts and you wear colorful shoes and you wear colorful, you know outfits and you know, I have a videographer with me, things like that. If it makes, it’s a talking point. If you rock up somewhere with the blue suit that everyone else has got on, then you have the same haircut and you wear the same clothes and you have the same watch you fit in and no one remembers you well when you stand out and do things a little bit different. People remember you like, like that guy, I’ve never met him who spoke on a menu in my life, but for him to recognize me and then talk to you about it, you don’t, you don’t realize personally how many people actually notice those sort of things.

Ben Handler:

Yeah, I was reading in that a dating book awhile ago. I think it’s called the game or by Neil Strauss. I actually just tend to make use Tinder, but they call it peacocking. When you, when you stand out, you know, wearing something that really goes people’s attention. So those shorts, do you plan on wearing them over summer? Constantly. And I actually just spoke to my tailor on the way here. I was saying, mate,

Jack Henderson:

Everyone I meet says something about the shorts because no, there is not one real estate or buyer’s agent in this area. Oh, I don’t really want to have an Australia that were shorts because I don’t know why they think they have to wear suits. Like there’s some sort of legality around wearing a suit. I just think, well I’ll wear shorts because it’s comfortable. And now it’s turned out to

Ben Handler:

Have a talking point. Is it a Newcastle thing?

Jack Henderson:

A little bit of may. Yeah. They love it up there. The boys. No, but like I think there’s, there’s, there’s a fine line between peacocking and being an egotistical wine carer. Essentially. I’m not egotistical law. I’m the most probably down to earth person. I believe that you can come across. But if I can stand out, why not? And if people remember me, why not? I think it’s great. I mean, um, anything you can do to really, as you were saying that purple cow concept of really sticking out because there is so much noise, right? This, everyone’s posting content online, everyone’s doing the same thing. It’s, it’s around how do you stick out, right? And like even little things. So like everyone’s posting color pictures online. I do black and white. So you scroll through your Facebook or Instagram feed, color, color, color, color, color, black and my pops up.

Jack Henderson:

You stop and look at that. You know, I, I’m, I plan to have a car that’s signed, written. So when you drive past that car, you turn your head regardless of what you think, as long as you, you need people to notice you. Because as we move into, I guess this new economy, the only thing you are going to have is your personal brand because everything else is going to be commoditized. Essentially. Skills can be commoditized. Anyone can can learn a skill if, if you know your business shuts down your, your job is essentially very replaceable. Whether it be with automation, AI, everything is commoditized in this new world. The only thing that is not commoditized is your personal brand. And if you build a personal brand that’s not necessarily around real estate, just you and your life and real estate just happens to be a part of this journey.

Jack Henderson:

I can pivot into any industry I want because people know me for Jack Henderson, not as a real estate agent or a buyer’s agent. So true. What are the plans for Jack Anderson? 2020. Um, I have obviously some financial goals, which I’m very, very on track to doing. Um, my biggest personal thing is I want to hire my mum full time. Hi, your mom. Yeah. So my first two hires will be a full time videographer, so it’s five, seven days a week, whatever it is. I’ll have a full time videographer and I want to hire my mom. My mom’s more of a a meaning thing to me. So like, no, she’s getting to an age where she’s almost finished working. I’d love to bring her into my life and look, it’s not going to be the most dollar productive, you know, use of my money. But on a personal level, it’s going to be very meaningful to me to so she can, you know, work her final working, um, years close to me and watch me grow as a human being and watch my business grow.

Jack Henderson:

And I think it’d be a really special thing. And having the full time videographer is essentially, um, you can make yourself look a lot bigger, um, than, than a lot of the big businesses. And that, that that’s a huge gap in the market. I see right now is real estate is an industry that everyone likes in Australia regardless of if you’re selling, you’re buying, you’re renovating. That’s why shows like the block do so well. That’s why shows like your real estate, your million dollar, listen to York do so well. People love real estate. So I think, you know, someone in my position, I’ve walked through beautiful homes on an on an everyday basis. I met incredible people and we just think it’s so normal. So if I can document my daily life that people think is so incredible, that I think is so normal, I think, you know, brand and exposure is going to be huge and content is everything now. So that’s awesome. I think the ROI on having a full time buddy over for it will be through the roof.

Ben Handler:

That’s awesome. I mean to two key goals is obviously hiring your mom and get full time videographer and really building your personal brand. Exactly. And then look, I’ve got an end goal,

Jack Henderson:

Um, in mind and it doesn’t, it’s, it’s not as a buyer’s agent, I want to have a boutique development business. Um, and that’s a little bit inspired by Tim Gurner. I want to have, have a, there’s a lot of developers out there and they change every time they do a development of different names. So it’s this name, it’s that name. I want to have a brand that’s recognized there. If I call it the brand Henderson, when a Henderson building gets built in a certain suburb, you don’t say I live at 56 George street. You say, I live in Henderson Rose Bay. I want to build a boutique brand and inside that I want to have it that you do not need to leave that building. And I think moving into the world that we’re moving into, that’s going to be possible. Everything’s going to be your fingertips. You want the best chef in Sydney to come and cook for you and make it happen. You want anything you can think of? I think yeah, sorta like a, like a hotel facility, but in a residential building you’ve got gotta reserve me a lot there. But yeah, exactly. Yeah. That’s a few people on the list.

Ben Handler:

We intend to since starting,

Jack Henderson:

I don’t, I don’t know an actual date, but I think, um, and this is a little bit strategic as well in terms of in this industry, I’m going to meet a lot of people and those people are going to have to be in real estate and you know, you’re going to meet developers and I’m going to have access to a lot of property that the general public not gonna have access to. So as a client that’s very beneficial and personally that’s going to be very beneficial moving forward. So yeah.

Ben Handler:

What have you learned about yourself in the short period of time of leaving the mining space and now effectively you’re running your own business within a business? Are there any key things you’ve learned?

Jack Henderson:

Um, that’s not hard. Everyone’s lazy. I’ve learnt that like about the concept I had before moving into the industry. Like I work in the Eastern suburbs of Sydney and it’s, so it’s one of the most competitive markets. It’s probably where buyer’s agents are most accepted in Australia. And my concept before moving into this space was they’ve got it tied up. Why would someone use it, you know, a fresh kid on the block when there’s people here with 15 years experience. And that’s not true at all because my track record in the short period of time, I’m not taking clients from anyone else. That’s just an untapped market out there. Um, personally I’ve learned a lot in terms of, you know, being young, you, you have a, not obligation, but it’s normal for young people to go out and party and sort of waste their weekends and you know, not think any of it.

Jack Henderson:

When you’ve got a full time job, you know, Monday is going to come around, you’re going to get paid the following week, now having your business, um, you go out in the weekends and, and sort of enjoy yourself Mondays or Tuesdays right off and you’re not getting paid. So it’s changed my perspective on what’s important. So now, um, you know, it’s something I’ve learned a you, I’m up early, I’ve got a morning routine and that’s what I enjoy doing. I don’t, it’s not forceful where I used to get out of work, go into the mines or fuck it out. It’s five o’clock in the morning, I gotta go to work now I get up cause I’m like, yeah, let’s go get it. You know, it’s enjoyable. You’re doing sunrises in the morning. 100%. I’m doing yoga. I’m a vegetarian. Like if you were to honestly like you and you knew me six to 12 months ago, if you, if you’re supposed to tell you then that I’d be there, stop a person.

Jack Henderson:

Look, I’m still myself. But now I’m a lot more inquisitive around like why, why would someone do yoga? Why would someone be vegetarian? Where before I just make an assumption, Oh that’s gay, or whatever it is. You know what I mean? Like you just make that assumption because it’s not what you’d like doing. But now it’s something I’m more, I’m adapting to is instead of making a judgment before you do it, do it and then make a judgment. So I did yoga and then I was like, wow, this is a lot harder than what it looks and it’s good for my brain and I feel I feel great. Then the vegetarian thing, I was like, okay, I’ll try it. People do it for a reason, so I’ll try it. So I jumped on it and now I’m addicted to it and I feel great and I go to eat meat and it’s like, Oh, I don’t feel good.

Jack Henderson:

So now I’m in that I’m in that mentality of before I judged something, give it a go and then make a judgment cause that’s educated judgment. You said earlier that you didn’t hate what you’re doing when you were a plant operator. Yeah. Now obviously it seems like with your career right now you’re doing what you love, like buying property. Does it feel like you’re working now? No, that’s the thing. Like I work probably double, not double the hours, but a normal day for me starts at five regardless if I’m actually working, I’m still up doing something productive for my day and I, I finished work at eight or nine o’clock, 10 o’clock I’m still doing emails and texting and talking to people. So essentially you’re still working so you’re working more hours. But it’s enjoyable like, and who knows? It might be enjoyable in five years time, but at this present moment, having the choice to do what I want and the, the decisions I make only impact me if I don’t get up and go to work or get up and do what I have to do.

Jack Henderson:

It impacts no one else except myself. So when you make the choice, you make a conscious decision in terms of, okay, if I don’t do this, this is the impact and if I’m willing to take that impact and I won’t do it. But if you do this and this is the benefit, I remember you did your first deal, I think, was it in the first week? How did that go down? To be completely honest, it wasn’t a good, like, it wasn’t an incredible feeling because like I sorta knew, like I had this vision in my mind that it was just everything that’s happening feels so normal. Do you know what I mean? Like I had this vision that I knew I’m Kay, I know I’m capable of it. So it’s not like it was a big like, wow, wow. I just knew it was gonna happen. So I did the deal and then it just went on my day. It’s a good feeling. And it was, it was good because it was a real, a really good friend of mine. But I’m, I have a vision and I have, I know I’m a very driven person and I know what I’ve achieved up to this date. So I know things that are going to happen are going to happen and as a result of me doing what I’m doing and it’s, it’s just feels normal, I guess.

Ben Handler:

Real estate agents I’ve been, I’ve been seeing online, I mean you talked at the black and white videos and I think they’re really great. They do stand out. And I have noticed that in such a short period of time you’re getting a lot of traction with real estate agents. Have you found it difficult building relationships with them? No. Look, when I build a relationship with someone, I don’t

Jack Henderson:

Care if they’re a real estate agent or a mortgage broker or whatever. I build a relationship with a human being. So if I don’t like you as a human being, regardless if you’re going to send me a million leads at time, I want to talk to you cause I don’t like you and I don’t want to do business with you. So I think the thing is, and I think that having that approach, when I go and see someone and meet someone for the first time, if I get along with that person, that’s the relationship. If business flows on from that as as a consequence, then sure. But if it doesn’t, I’m still gonna you know, be friends with that person cause I like them. So I think that’s how I’ve gained traction so, so quickly. It’s not fake. You’re not trying to have a coffee every week with them because you want business. I made out with these people because I like them. So I think that that’s, that’s the difference where I see a lot of people, you know, they’ll see a big real estate agent or someone, they believe that they can bring them a lot of business and regardless if they liked the person or not, or like their ethics or what they’re about, they’ll still chase that person cause they want the business where I’m contrarian to that. And I think it’s a lot more beneficial because it’s a natural consequence. It’s not something that feels forced.

Ben Handler:

Obviously you seem a bit different in terms of most millennials out there, like they’re at the pub getting smashed or I’m still at the pub. I still know from what, from what who I meet. They don’t seem typically as driven as you like. What? What would be some advice to people out there who would just, you know, you know, working for someone, not really pursuing their passion, their purpose.

Jack Henderson:

No. I’ve found, and I’ve been very blessed to be around some very influential and very wealthy people. It’s such a young age. It’s just happened as a natural consequence of the places I’ve been in. The people I’ve met and something that people have so wrong is they think money brings happiness. So people, the only reason someone stays in a job is because of money. That’s it. I didn’t stay there because of any other reason. If you didn’t have to pay any bills and someone said you all your bills are covered, go do what you want, you do it because there’s no financial sacrifice. So people are chasing money because they believe once I get to a certain dollar figure or a certain amount of assets or certain whatever it is, it’s going to be a fulfilling and a happiness feeling. The things I’ve learned is it’s not true.

Jack Henderson:

Money does not bring you happiness, and I’m sure you’re very aware of that at the start of most people’s career. They’re chasing the shiny watch and the fancy car and they believe that this is going to bring them some sort of happiness and the perspective on what other people think of them. That’s what makes them happy. The reason someone wears a $100,000 watch, it’s not because they like it, it’s because when they walk down the street, they want someone to go, Oh, look at that watch. You know what I mean? Like it’s very rare to actually find a car enthusiast that drives a Ferrari because he loves a Ferrari. He drives a Ferrari because you want people to turn their neck. So it’s a very, very empty feeling. And it’s a saying that people say is, I’d rather it cry in my Ferrari until you’re crying in your Ferrari because that’s what happens.

Jack Henderson:

He gets to that point. You think it’s going to, you know, fill the void, that empty, sad, void in your body. And essentially it just makes it bigger cause you hit that point and going, wow, what else now? And I’m very lucky to have learnt that. So the biggest thing is chase happiness. You know, what makes you happy? Do it. And the money will come as a consequence. I’m just lucky that property pays well if you do it right. So it’s a natural consequence of doing something I love and it brings in a good income,

Ben Handler:

Very wise made I have to say, I’m just wanna acknowledge you and recognize you because I mean you definitely out of the norm for people that I’m meeting your age and what you’ve actually achieved. You’d been in the trenches, you’ve built the portfolio, you’re now helping other people. So well done for getting out of what you’re doing to really pursue your passion.

Jack Henderson:

Yeah, you’re, you’re a, you’re a massive contributor to that. I actually remember the first conversation we had, now you say that I, um, I seen, cause you were still at C H when you launch his business. And I remember seeing a Facebook ad saying the newer millennial advice agents and I was one of the first students to do the pre signup thing. And I remember you called me. Um, and this, I, I never would have done this unless it was for you because essentially my philosophy was, okay, I’ll, I’ll live out my early 20 years. I’ll end the getting from in the mines. I go on holidays twice a year and you know, enjoy this life. And then I’ll hit a point and then when I’m finished being young and dumb, that’s when I’ll do it. And now thinking back on that, that never would have happened because you hit 27, you have a girlfriend, you have kids, and you have more and more commitments and then the excuses get bigger and bigger and you never do it. So you pushing me in terms of, come on, let’s do it. Let’s do it. Let’s do it. I never would have done it and essentially, so I’m very grateful for that. And then even which relieves associates, there was an introduction through you, so you’ve obviously seen something in myself where your, your name’s on the line essentially, so I’m very grateful. Yeah, thank you man. I appreciate it. And where can people find you? Facebook, LinkedIn, Instagram. Just under Jack Henderson. Truly his associates as website.

Ben Handler:

Yeah. Thanks mate. I appreciate it. It’s been good to chat. It’s great to see your story. And I mean I can’t wait to see 2020 what’s going to happen? I mean I want to see this, the Henderson, I want to get a lot there. So get me on the waiting list. Eastern suburbs, I love the first one and keep wearing the shorts and nice legs. I hope everyone enjoyed this episode. For those of you who want to check out Jack Foley social profiles, you won’t miss him. It’ll be any shorts. You’ll see his black and white videos. He will have his full time videographer with him shortly. I highly recommend you reach out to Jack if you, especially looking for investment properties or even owner occupies in the East. Jack is your man. He’s young, but he knows what he’s doing. He’s been in the trenches, he’s built the portfolio. He knows everything about property. He’s passionate and he’s honest. So check him out. Hope today was useful. See you next week.

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Why You Have to Follow Your Heart—Not the Money

Follow Your Heart

Luke Bailey:

Yeah, I guess it’s a, it’s a bit of a misconception. Some days, you know, where people think that you have to study a lot at school and have to go to universities. But for me, you know, I wasn’t as successful student at school. You know, I was, I was very much a, you know, a D grade or an F grade in some subjects. So school for me was, was more of a holiday. You know, I went there to catch up with my friends and play sport and things like that. So school really didn’t have any impact on me whatsoever. So I guess, um, you know, I was really forced to do a trade or forced to do something that didn’t require study. Um, and that’s why I guess I become an electrician. Um, I left school just after my 17th birthday and started a fly in, fly out a construction role as an apprentice electrician only a few months after that. So yeah.

Ben Handler:

Welcome back to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness to the career opportunities at the buyer’s agent sector is providing people to bring awareness around the value that buyers agents are providing to people who need help buying property. Our goal with the show is to strip back and dive into the stories of remarkable buyers agents who are paving the way forward in one of the fastest growing real estate career trends. Right now. Our guest today is Luke Bailey. Loose come all the way from Adelaide. Luke has a very significant property investing history and career, which started back when he was 19 when he bought his first property. Luke was also a fly in fly out electrician and he was actually earning very good money. He had such a big passion for property that he decided to then transfer and become a buyer’s agent.

Ben Handler:

Luke now runs a buyer’s agent company called [inaudible]. That business has been running for around 19 months and Lucas generated deepen the six figures with that business and also diversified, not just buying investment properties but also doing development projects. Today, I’d like to introduce Luke Bailey. Welcome Luke. Thanks very much for having me. Good to be here. Great spear. So Luke, I had a question for you just regarding school. You know, I’ve, I see so many entrepreneurs you’ve done so well, you’ve obviously been very successful as, as, as an electrician, you earned very good money. You’ve now transitioned into a very successful role running your own buyer’s agent business. So when did you get first addicted to property? Your first hit? The first hit he

Luke Bailey:

would have been, um, look, when I was 18 years old, my, my dad was really encouraging me to get into investing and whether that be property, whether it be shares, whether it be something else. He said, look, you’re young, have to set yourself up. So I started really saving know after I bought my first car for a, uh, for my first property at around 18. And I just before my 19th birthday, I signed the contract so that it’s settled just after 19th birthday. Um, so yeah, when I was 18 and got it. Got it. Really young, I guess you can say. Yeah. Yeah. Was it a good purchase? The first one? It wasn’t the best. Oh, I’ll be, I’ll be honest. And I think a lot of people when they, I guess invest in property, they invest close to where they’re living. It’s just, it’s a general, general thing.

Luke Bailey:

I mean, if you’re from Sydney, you, you invest in CD. If you’re from Melbourne, you’d invest in Melbourne. I grew up in a small country town, ran about an hour away from Adelaide on the South coast. So, you know, the capital growth there in general was quite, quite slow. But I, you know, the good thing was I made the, made the jump and started investing in property. So it, it wasn’t the best purchase. I still own that property today and it’s, uh, you know, has went up, you know, decent amount. But you know, the whole doubles doubles in seven to 10 year period wasn’t the case for me initially. But, um, you know, the, the positive out of it was I did take action. Yeah. Yeah. Because they always say, I mean, especially with with my experience, you know, buying that first property, you’re popping the cherry and typically that you didn’t want to manufacture equity if possible then to start accumulating more properties.

Luke Bailey:

Yeah, definitely. And that was a strategy that I use throughout building my portfolio was, um, you know, as I sort of understood that, you know, capital growth is great and that’s why you buy properties, but if you can manufacture equity through, you know, renovations and developments and subdivision and things like that, that’s something that I sort of learned later down the line after I sort of worked out how property kind of works. So, um, yeah. Yeah. So your portfolios over South Australia, Tasmania, Queensland, yeah, correct. So, yeah, throughout, um, you know, Adelaide, the South coast where I grew up, I’ve still got some properties down there, uh, throughout Tasmania. So Hobart, Launceston, and then, uh, South Brisbane, so. Okay, nice. And currently for your buyer’s agent business, are you buying in those three States? Yeah, so predominantly on buying, uh, throughout South Australia. That’s, that’s my core.

Luke Bailey:

Um, I was previously buying in Tasmania. So around Hobart, uh, we’ve sort of stopped buying there for, for different reasons. Um, but you know, South Australia is more my product market. I do a little bit of buying in regional Victoria, but I would say 80% of it would be Adelaide or around Adelaide. Yeah. Cool. And so when your electrician, you earning very good money, correct. Yep. And what was the main driver for you actually deciding to really exit out of there? Yeah, look, for me, I never fell in love with being an electrician. I enjoyed the, the having that trade as a security, but I was very much forced into being electrician. And that was purely by not doing well at school. My father was a mining manager in, um, in the oil and gas industry, so he sort of pulled me out and, and dropped me in and then I did that, did the trade.

Luke Bailey:

So I never really felt, fell in love with it. And, um, I guess I stuck at it for so long because of the money, you know, and that it can be a trap, you know, you’re stuck to the money. But, um, with that comes, you know, a lifestyle that you’re away for three weeks, four weeks at a time, living in, you know, mining care. It’s living in facilities where you just don’t want to be there. So it’s a trap you can get trapped to a money to, to the money, uh, which has its, has its advantages, but you have to really, you know, sort of towards my late twenties when I realized that this isn’t for me. Like I just can’t be, you know, chained to, to the money. So you want to say it’s good money, safe, good money, and you know, got to do a lot of things. I’ll enjoy doing, travel the world and you know, you’ve got to buy decent amount of properties and whatnot. So I never went without. But the, um, I guess the parity of doing that is a year away and you do miss out on quite a lot of things, so yeah. Yup.

Ben Handler:

Did you dream of getting into real estate, like becoming a real estate agent at any stage or

Luke Bailey:

not at all? Like I just saw that the, the grind of a real estate agent, you know, making cold calls, doing door knocking, it is never, that’s not my personality. So it never, it never, you know, come across me to, to do that and always wanted to do something in property. But I enjoyed buying property personally. So there was never, you know, never a thought to become a real estate agent and compete with the other, I dunno, it was 70 or 80,000 people in Australia that are doing it. So,

Ben Handler:

yeah, I remember when we first spoke and you obviously super passionate about property and you really wanted to get out of what you’re doing. I could just tell that you didn’t have that typical sales style of let’s say, personnel. And that was me as well. I didn’t come from a sales background and I mean, what’s been your experience now getting into the buyer’s agent space? Not having a sales background? Was that limiting for you or

Luke Bailey:

no, not really. I think it’s, um, I think sales is, is learned. I, I think there’s very few people in the world that actually born salesman. There’s a, there’s a few people that are, but I think, you know, it can be learned. It’s about following a certain process, being good at asking questions, being uh, you know, acting, not like a typical salesman. Um, so for me it wasn’t necessarily a limiting factor. I, I wanted to sort of use my experience of buying properties, um, as an investor, as providing enormous value to clients and when, when they can see that, I don’t think you have to be a salesy type of person to succeed in this career.

Ben Handler:

I agree. And I think not having a sales background coming into the buyer’s agent role can really work to your advantage. And it did. I mean, it did for me. And I think what can be actually tricky for buyers agencies if you come into the role with training in some shape or form in sales, and it might not be the best of training. Trying to, I guess, rewire that and untangle that can be quite challenging. Yeah, totally. I mean, yeah, yeah.

Luke Bailey:

A lot of people can be conditioned to be, you know, certain ways and certain, you know, sales tactics. But really it comes down to being able to solve someone’s problem. You know, they, they have a problem that they, they can’t, you know, find the property that they’re looking for. They haven’t got the time, haven’t gotten knowledge. So ultimately you’re, you’re a, you’re a problem solver. You’re solving someone’s, someone’s issue that they have and you’re just the doctor or the advisor to come along and, and, uh, you know, cure their, their problem. That’s right. So the property that you’ve been buying for 14, cause I mean, that company I’ve been watching you grow, you’ve built a phenomenal business. You’ve built a brand. Uh, you’ve obviously serving a lot of clients. Are you buying for clients who are based in South Australia? Are they based in different parts of Australia?

Luke Bailey:

Yeah, all around Australia. Um, so we would have, I’d say around 50% of our clients would be South Australia or Adelaide base. And then the other 50% would be, you know, from, from Melbourne, from Sydney, from Brisbane, from, you know, regional, Western Australia. So they’re all around Australia. Um, I guess one of the advantages is, you know, there, there aren’t a lot of buyer’s agents in Adelaide. There’s a, there’s a couple of people that have been there for a few years, but, you know, I’m probably one of the newest people there. So, um, yeah, people from all around Australia. Yeah. Do you feel like you ever get complacent because, um, there’s obviously a low level of competition. Do you do, I guess, think of that a lot that there’s not a lot of competition? Yeah, look, it’s a good question. And uh, you are right there. There is no competition.

Luke Bailey:

And I usually find when I get an inquiry from someone that has, you know, looking for a buyer’s agent, you know, I’m competing with maybe one or two other people. So that can be a trap because you can be complacent and you can maybe not push yourself as much as you, you should. Uh, I think it’s a, it’s a trap that we can all fall into. Absolutely. And in terms of the types of property you’re purchasing, are you doing any owner arc? Is it just purely investment? Cause I know you’re doing development projects now, so what’s going on at the moment? Yeah, it’s a good mix between investment properties and development sites. I mean we did try everything when I first started the primary residence, the, you know, the investment, the development. Um, but, but now we’re predominantly focused on investment properties and development sites and also some renovation projects, you know, renovation and flip sort of projects.

Luke Bailey:

I understood that there was a lot of people that were not necessarily wanting to build a portfolio, so they wanted to do short term projects. So more the six months, the 12 month, 18 month time frames. Um, you know, building portfolios is a place where I started and, and I, you know, I encourage everyone to do it at some stage, but I understand that not everyone wants that or does that. So we sort of catered for that. We sort of built a product to cater for people that are wanting those, those short term projects. So you’ve obviously got a lot of service offerings. I’m short. I mean is there auctions in Adelaide? There are, but we’re not really an auction state. You know, we’re not like in new South Wales or Victoria, we would have, you know, 60 auctions on a Saturday. Our posts are 500 in Sydney. So there are auctions we have bought at auction, but you know we’re still a little bit more of a private sale type type of city. And so I’m sure there’s

Ben Handler:

probably opportunity for negotiation only services. The direct investment. Obviously you’re doing add-ons with your services to project manage, I’m assuming like a renovation, right?

Luke Bailey:

Yeah, yeah, exactly. So we’ve got a couple of different types of services. So we have the buyer’s agent service, which is the typical, you know, finding, you know, sourcing, researching, locating and securing that site for investment and development. Then we also added in a project management leg towards, or that is project managing renovations. That’s project managing. I’m mean some developers are time poor as well. They might have multiple projects on the go. So we’re doing, you know, development approvals we’re doing, helping out with subdivisions and things like that. So it’s another service that you can offer and it’s not just as clear cut. I think a lot of people think buyer’s agents just just buy property. It’s that, that that’s true. But there are other services that that you can offer as well.

Ben Handler:

Yeah, there’s a lot of, I guess there’s, there’s a lot of value that we provide to the, to the clients and I guess it’s just about working out our strengths and then we can package that up, provide it to the client and everyone’s going to have different objectives. And I think with your level of skill, I mean a lot of your clients must be pretty impressed when they, I guess first hear about you and speak to you around a, what you’ve done for yourself and B, what you’ve been doing for your clients.

Luke Bailey:

Yeah, I think having that, you know, trade background as well, I sort of naturally sort of would, would fall into, I don’t know if it’s my past, but being on a construction site and things like that is kind of what I’ve done. So I feel as if I should be on, you know, renovation projects and all that sort of stuff. So it felt natural to me to be able to do that. And you know, talking to clients about their renovation and doing estimates is off the top of my head for how much things are going to cost. I guess they are a little bit surprised sometimes. I’m just an advantage. I think I can offer people by having that different mindset based around, um, how to look at things when you, when you purchasing property and

Ben Handler:

yeah. Nice. And talk me through obviously going from a construction site, the fly in fly out to now running your own business. What’s been, has there been a massive transformation?

Luke Bailey:

There has been. Um, so typically the construction life is, you know, you’re away for three to four weeks, you’re working 12 hours per day, you’re in hot conditions, sometimes very sticky conditions. It can be a lot of people can’t cope with it. So doing that, um, you know, you’re told to start work at six smoko nine, lunch 12, you know what I mean? It’s so structured. Um, you know, to then running my business the first few months of running it, I I didn’t really know what to do with myself to be honest cause it was just so different. Uh, and then you’re going from, you know, those sort of conditions to, uh, an office type role, meeting people at cafes and restaurants. It was a bit, a bit of a bit of a whirlwind for me, but definitely true transformation. I feel like a different person now for sure. Cause I wasn’t happy, you know, in, in the past sort of past life, I guess I could say. Yeah.

Ben Handler:

Running businesses, obviously challenging. I think for any entrepreneur doing anything new, it’s, it’s tough, right? It’s, it’s volatile. It’s up and down. I mean for you running this is your, I’m assuming your first proper business that you’ve started.

Luke Bailey:

Yeah. First proper business. I did do, do, do some electrical stuff when I was sort of younger with a business. But the first I guess type I’ve, I’ve really sort of blown up. Yeah. Yeah.

Ben Handler:

Um, what’s been really the big challenges? Like is it the schedule? Is it, uh, around, uh, your, I guess day to day activities? Has it been around, I guess even just working in collaborating with clients? Like what, what have you found

Luke Bailey:

to be the most challenging? Yeah, look, I’m going, I think one of the most challenging things is, is client management. I think it can be because, you know, going from, uh, you know, electrician sort of role, construction role, which, you know, you’re using tools to then managing clients. Um, you know, also also marketing and sales. I mean that’s really the engine that drives the business is marketing and sales. So that’s been probably the most challenging thing for me. And then initially it was structure. It was, you know, get getting myself into a structure of, of trying to fit everything into the day. So bit have a combination, I would say client management, but also the marketing sales side of things has been

Ben Handler:

what have you done with a client that, for example, you know, we all, when I was a buyer’s agent, we will have challenging clients. Things change. What have you typically done to, I guess w when there’s been a client that maybe it hasn’t gone the right way, EG, like their brief has changed or they may be, uh, deciding not to buy for various reasons. Have you found it difficult to try and I guess massage and, you know, have an amicable style of relationship if the client journey hasn’t been going to plan?

Luke Bailey:

It’s a great question cause it’s happened a few times for me. Uh, things don’t always go for plan here, you know, in any type of business. So for me it’s about really understanding their requirements first. You know, first stop, you know, I mean when I, when I first started, it was a matter of just taking on clients, you know, just because I’m starting up a new business. You have to bring in revenue, you have to get it, get it running. But it’s about understanding, you know, a lot more. A lot more now is understanding whether I can help them, whether I want to work with them, whether the personality is going to be a fit. So it’s about really qualifying that that person right away. But when in a situation when it doesn’t run to plan [inaudible] it’s about you know, calling a meeting and really it might feel uncomfortable to do that initially is to really try and sort it out. But that’s the best way to move forward is the call out meeting and say, Hey, it’s, it’s not working. We’ve got two ways to go here. We can keep on going the way we’re going and not find something cool. We can alter the brief or change something.

Ben Handler:

You seem like a very active learner. Like, obviously since we’ve known each other, I know that you, you’re reading a lot, you’re engaging in a lot of just education, full-stop. Has that something, is that been an interest of yours?

Luke Bailey:

Yeah, always has been. So probably early twenties, mid twenties. I just, I realized that I didn’t know anything. You know, I had learned nothing school, nothing about finance, money, business sales, marketing. I’ll let them know nothing about property, nothing about anything at school. Uh, and I realized that, you know, you have to educate yourself. There’s a lot of information out there that you need to know if you want to succeed. So I just started consuming a lot of books and started, you know, reading a book a week sometimes. And you know, when I was away I had a lot of time in the flying play industry to read and no one else was reading up there cause it’s not that type of industries. But I realized that education was the key. So I’ve done a lot of, you know, personal development courses, but I think you’ve got to consistently learn, right? Your life’s in it. Life’s a journey of education. And that’s what it is. So, but it’s a huge passion of mine. Yeah.

Ben Handler:

And have you found that it’s been challenging to stay motivated with the new business? Like in terms of mindset, has that been something that you found a bit tricky?

Luke Bailey:

Yeah, it has been starting up a business by yourself. It can be one of the most challenging things to do and to not be surrounded by other people in an office that are all doing the same thing. It can be challenging. You know, you’ve got to keep motivated. And I think for me it’s, it’s doing a morning routine to get my mindset right, to know that you know what I have to do. And also, you know, trying to tackle good book by Jack was a Jack Canfield about eat that frog, you know, tackle the most important things straight away. And that’s what I try and do those calls. I have to make those, you know, that first hour of work is most important I think. What have you learned about yourself since you’ve started your business? You can achieve a lot more than what you’re thinking, your mind. We all have limitations in our mind and that’s just the experiences that we ha have had in the past. But you know, you can achieve hundreds of times more than what you actually think in your mind, but you’ve just got to believe it first. So that’s kind of what I, what I’ve sort of understood about myself as soon as I believe it, I can achieve it. Yeah,

Ben Handler:

you’re in a great position. I mean there’s so many buyer’s agents buying into South Australia who aren’t positioned there. I don’t know what States they’re in, but they’re not in South Australia. You’re base there, so I mean for you to service a client and be on the ground, there’s obviously a massive, I guess additional value add. So obviously it’s a very big opportunity. I mean, I think just just looking into it, obviously the development projects is now picking up for you. And so it seems like your business is gaining a lot of momentum. What are plans or if you have any for for 2020 you’re looking to do anything different or is you just going to business as usual? Yeah.

Luke Bailey:

For me it’s to really, um, you know, keep the buyer’s agent running and flowing nicely but also together into more development projects. And I have a huge passion in being on construction sites and whatnot. So that’s where a lot of my enjoyment is in doing a lot of development projects around Adelaide, short timeframe stuff within that sort of 12 month, 15 month timeframe that that’ll definitely be ramping up in the next sort of year or so. And, and having multiple, we’ve got multiple projects on the go right now. Um, but you know, to keep building on that and keep the buyer’s agency, you know, running, running nicely as well.

Ben Handler:

Awesome. And so where can people find you? Yeah, they can go to my website, [inaudible] dot com today you, they can search 40 buyer’s agency on Facebook page, send us a message or one 308 Oh seven one four four is the direct number. Awesome mate. Well done. I mean, just watching your journey for me, uh, to see you transpire over the 18 months or however long it’s exactly been, has been phenomenal. I mean what you’ve actually achieved and starting a new business runs on the board. Just getting out there, you’ve built such a brand and I mean people know about you and Adelaide and I think it’s unbelievable. So just want to say congratulations and I’m really pumped to see what you’re going to do in 2020 thanks man. That was really a really common words. Thank you. Cheers. Thanks. So that’s the end of the show now. And for those of you, you can check out Luke at www dot [inaudible] dot com dot. AAU and for those of you looking to buy in the South Australia region, Luke is actually on the ground there, so he got a lot of experience there obviously in Tasmania as well and Queensland. So if anyone looking for any development opportunities or for direct investment, Luke is your guy. See you next week.

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The Principles Of A Consultative Style & Process With John Comino

Consultative Style & Process in Property

John Comino
Lots of people have come out of the shadows there. They’re people who have, who had connected with me in 2018. Perhaps the market wasn’t right for them or they, they felt that the market might grind lower, for, for a bit longer than it had and they’ve sort of come out of the shadows and want to want to engage a lot more quickly than they had intended to. So business is going really well now. Um, but look, it’s, it’s a grind. It’s a slug. But I love every minute of it.

Ben Handler:
Welcome back to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness to buyer’s agents to bring awareness around the career opportunities that the buyer’s agent sector is providing to people to bring awareness around the value that buyer’s agents are providing to people who need help buying property. Our goal with the show is to strip back and dive into the stories of remarkable buyer’s agents who are paving the way forward in one of the fastest growing real estate career trends. Right now. Our guest today is John Comino. John’s background in investing started 15 years ago across Sydney. He’s very focused on Sydney, him and his wife, and they’ve built up an incredible portfolio, John’s professional background within the finance sector for 15 years where he served as a finance director and he bought his first property sight unseen when he was in London. John now runs a buyer’s agent business called Bridge to Bricks. It started at the beginning of 2018 and business is thriving for John. So I’m really excited today to introduce John and dive into what he’s doing with his business. Welcome John.

John Comino:
Thanks Ben. Great to be here.

Ben Handler:
And so you’re very Sydney focus, right?

John Comino:
Yeah, completely. Yeah, completely.

Ben Handler:
Is stock an issue in Sydney for you?

John Comino:
It’s probably the biggest challenge. Yeah, it is. Um, so you know, numbers are down about 50% or possibly a bit less than that of the previous year. It’s a reflection of the prices having come off the market, creating a disincentive for people to sell. So the biggest challenge at the moment is, I mean is, is finding stock. Obviously prospecting is the other big challenge when it comes to being a buyer’s agent as well. But the, we’re, we’re in spring now and the market is certainly picking up in terms of prices, but it’s also starting to pick up in terms of volume as well.

Ben Handler:
What do you do when stock is so low? And you’ve got a handful of clients that obviously desperate to buy a property and you can’t find it on real estate and domain.

John Comino:
Yeah, well you, your hustle, your hustle. But I mean it’s, they, they engage me to have an advocate looking for their property on a fulltime basis. It’s the, the sort of, um, search that they would never have the time to do themselves. So I call every conceivable real estate agent. I’ve been door knocking before.I’ve,you know, dropped letterbox, drops, all this sort of stuff. So the, I’ll get my property.but it takes, it takes time.

Ben Handler:
Nice. I also forgot to mention you are a chartered accountant, so I’m sure when the vendor has a nice chartered accounting knocking on the door, it’s, they’re okay with it.

John Comino:
Yeah. I mean, I, I wear trousers. I’ve, I’ve got a collar. Yeah. They, they like that sometimes. Yeah.

Ben Handler:
Let’s talk about this property you bought. So you’re living in London, you’re working in finance. I was a finance director. Yep. And you bought a property site unseen. How to go

John Comino:
was good. So I did the search myself from a little shoe box apartment in Bayswater and in London. And I ended up buying a, a townhouse in, I think it was 2006. So in hindsight, the market would have been quite frothy then actually. But I bought a townhouse in five dock and I did a bunch of research on the area of five dock. When I identified the property, I actually just called my sister and asked her to go and have a look at it. So I didn’t know what a buyer’s agent was back then. But essentially I use my sister as a buyer’s agent. And she went to the, um, she went to the property to have a look around. She came back and I said, what was it like? And she said, Oh, look, you know, the tenants were there, there were McDonald’s wrappers on the ground. It was pretty gross actually. And I said, yeah, but what was the layout like, you know, it was a close to transport and all that sort of stuff. And, and you know, we, we bought the property finance was a real problem as a non-resident back then, but no regrets. And that’s been the seed of other properties that we’ve bought since. Interestingly, my wife had owned properties, you know, when I met her. So when we brought them together, we were able to do, some good stuff.

Ben Handler:
Yeah. Nice. And that experience of buying sight unseen, I mean, when I was a buyer’s agent, I used to see that a lot, but I guess now are you working with ex-pats who are buying in, who now are using your help?

John Comino:
Yeah, that, that’s definitely a category of my clients. Um, I bought a place for, a, an expat in, you know, Paddington recently, which was fantastic. So, yeah, the, the expats are really a common form of client.so certainly

Ben Handler:
are they coming to see the property or you just, I guess taking video photos and giving them the whole rundown due diligence?

John Comino:
It depends. Sometimes it’s video. Often it’s that they nominate people that they really trust. It could be, sisters and mothers and those sorts of things. But when we do the short list drive around, it’s with family members usually. Do they invest? The clients love you because you’re a number cruncher. They do, they do. I’m a risk guy, you know, a risk guy.so when I do provide a lot of numbers and, and those sorts of things and I guess the accounting background gives a bit of credibility and I know what I’d like to see if I was buying a, an asset insert asset name here. So I do, I do do a lot of, numbers and cashflow types of assessments and I think it’s helpful.

Ben Handler:
Do you, do you prefer doing owner or servicing owner occupied clients or investors? Is there a preference?

John Comino:
Um, well, for the owner occupies, the numbers are bigger. People generally looking for more substantial properties. And for investors, they’re usually looking for more, sort of, um, affordable types of properties that they can sort of accumulate rather than fall in love with, I guess I prefer the investors. It’s a quicker process. And it’s more, um, in terms of decision making, it’s a lot more straight forward. It’s about numbers and it’s about, um, attributes. So I guess I prefer the investors. Do you place the investors into a specific investment strategy that you have or do they typically come to you because they’re sophisticated and had their own strategies? Yeah, it’s probably the former. I tend to, they tend to come to me and say, well, you know, here’s the amount of money I’ve got. What do you think I should buy? And then I apply the sorts of investment strategy that I’d apply for myself, which would be, you know, looking at the, walk scores, looking at the convenience ratings, looking at the yields, those sorts of things.

Ben Handler:
Nice. And doing renos, like any cosmetic or structural stuff, do you do that? Well if they’re looking for a fixer upper, like I try to, I try to match the property with the buyer. So I was, I bought for a handyman recently, so we bought a fixer upper. But generally speaking people about finished products generally and buying for the second time for clients. Is that popping up a bit? Yes, it is. Yeah, it is. But just now. Yeah, it is. Um, one of the interesting things for me is that in 2018, my business is all about owner occupiers. So my average purchase price was quite high and this year the investors are back. So the volumes are up in the purchase, prices are down.so that’s a, that’s a good thing. And I suppose, yeah, definitely. I mean, obviously different experience working with an owner versus investor.

John Comino:
I feel like we own a rock for my experience. It draws out the time from signup to buying. Um, is there an average time frame that you, that you, you can see with investor clients? It’s around eight weeks for an investor client and for an owner-occupied client it’s probably around 14 weeks. Okay, yeah. And on market versus off-market and pre-marketing primarily buying properties in either of those categories? Yeah, so about probably just over 50% are off market, around 60% are off market, which is, which is pretty good. And what I say off market, they tend to be pre-market or post-market. So there, there’s still a motivated seller usually. and, and I’m seeing it actually depends on where in Sydney, um, I’m buying as to whether or not there’s a lot of off-market opportunities. So for example, in the lower North shore, which, which is where I’m based, I do a lot of off market deals, but when I’m looking for investors in say the St George area, it’s all on the them. It’s all on market. So it depends where and, and the, you know, the, the buying I’m doing in the St George area, it’s bringing that average number of kind of off market deals down, but it’s all good. And I’m sure all the agents know you now in st George. And they do. Yeah, they do. They do. And it’s, um, I mean it’s important to work with agents that you

Ben Handler:
see eye to eye with. And I mean it’s all supply and demand, right? They’ve got a motivated seller, we’ve got a motivated buyer and it’s just, it’s crunched the deal. Absolutely. Yeah. And in terms of, I guess let’s go back to the door knocking because it is like there is a lot of low stock going on. I’m hearing in different areas. I mean obviously managing client’s expectations because people are quite desperate to get in, especially before end of year. How do you go about that? Is just, is it just regular communication with the client?

John Comino:
Yeah, definitely. So I make sure I, I touched the client or I have a touch point with the client at least every second day.so they’re always, they always know what I’m doing and that’s actually that, that is a great way to incentivize me to keep the process moving, to always be active, for them to always do something that the progress is their, their purchase. So,yeah, I’m always in touch with the client. Um, and I always have to come up with new ways to get them to their, to their goal, which could be doing, knocking for example, or it could be, you know, the ring around. But um, yeah or we’re always doing something

Ben Handler:
nice. And we talked about prospecting early. I remember when we first spoke you, prospecting is typically a challenging aspect for anyone I think in, in where we are in a sales environment and your personality, you didn’t come from sales, correct. Entity die. Um, and I know when I first met you though, face to face, I thought you’re going to be brilliant because you’re non salesy. Your the opposite to what people’s or a potential client might kind of be like. Oh. So have you found, like with your professional background, you know, working in finance and obviously building up your own investment portfolio with you and your partner, has that helped you find when you get in front of prospective clients?

John Comino:
It does. It’s helpful to have a story to tell. It’s helpful to have a little bit of gray in the sideburns as well, just to, to have a little bit of credibility in that sense. Um, so prospecting is definitely the hardest part though. And I guess I, I, I can convert, but finding the buyer’s is the, the, the tricky part. And I guess anyone who’s interested in becoming a buyer’s agent needs to know that it’s all about the prospecting. It’s all about the prospecting. So, you know, a big fan of Ryan, sir Hampton, the U S and you know, he’s a, he’s a, you know, these Beachside properties and multimillion dollars and that, that’s part of it. But most of it is spent prospecting on the phone.

Ben Handler:
That’s right. And where are a lot of your clients coming from? Are they coming from particular source, like mortgage brokers? Are they coming from accountants, real estate agents or you’re doing marketing?

John Comino:
A lot of them come from networks, but actually the, my biggest referral sources probably online,property forums like property chat. So I’m a really active blogger. I give my opinion on all sorts of, you know, whatever’s going on in the property market. And interestingly, that’s where a lot of people find me and that’s where a lot of international people find me. So the expats are looking at these property forums and I get a lot of leads from there. But generally speaking, it’s a referral business.

Ben Handler:
That’s incredible. So would you say it’s like a hundred percent referral based?

John Comino:
I would say it is. Yeah, I’d say it’s, I’d say it’s 80% referral based and then there is a another sort of 15 to 20%, which is things like the property chat forums.

Ben Handler:
That’s a great model I think to have. And the more I, I mean, when I look at a business, the more referral-based, like the more trust obviously the, it, it, it’s, it’s a, it demonstrates how much people trust you. And I mean, hopefully I’m, I’m assuming you’re gonna start getting a lot of referrals from your past clients as well. I hope so. And it also, they’re all end snowballs. That’s right. That’s right. Um, I noticed from my experience with buyer’s agents who are focused in own occupier in that space, real estate agents are a great referral source because if you’re trying to service let’s say client in Mosman between three and five, who are those real estate agents who are selling between three and five and they’ve got buyer’s and how do we become friends, right? Yep. So have you found real estate agents have been helpful?

John Comino:
They, they have, less so I’d say, I’d say mortgage brokers would be higher in terms of referrals. Um, I’d say that, accountants and, finance brokers tend to be sort of up there as well. Low in volume, but high and trust.so real estate agents, probably less so for me. That’d be sort of second tier in terms of referral sources. But you get them where you can get them, right?

Ben Handler:
Yeah, that’s right. And so I’m assuming before pre Bridge to Bricks days, you’re in an office, correct? I’m assuming now you’re not office bound to the desk. How was that? I’m back in beginning of 2018. How was that transition?

John Comino:
The freedom was great. And I, you know, the, the risk there is that you squander your time watching like YouTube clips of, you know, whatever it is. So, so the freedom really makes you need to be very disciplined about how you allocate your time and, and you’re a buyer’s agent. Institute covers a lot of that stuff, which was great actually. Um, but the freedom, the freedom is great. Um, as a, as a chartered accountant doing finance director stuff, the work used to come to me. I used to turn up to work and,you know, and there was always something to do. It was always the same thing, generally speaking. But as a buyer’s agent, I, I make my own, um, opportunities. And if, you know, it’ll, I’ll be as busy as I, you know, as how hard I work. So that’s, that’s different.

Ben Handler:
You raise something interesting time management and I think we all struggle with it at every stage of the business. And especially being an entrepreneur and running our own business, especially in the buyer’s agent world, you can get distracted very easily. Um, how have you tried to deal with that? Because me running my new business now, the buyer’s agent Institute, I’ve struggled with that. And so I’m always looking at hacks and ways to try and really stay productive and not get too distracted in this crazy world of technology. Do you have any tips that you use or,

John Comino:
well, the main, the main, the way, the main way I get around that is having a very, determined wife who makes sure I focus on what the task at hand is. but you know, I mean mentally, you know, you just have to decide, is this productive? Am I going to, um, achieve something by whatever it is I’m doing? You know, do I make more money? Do I, you know, fill the brief of a client by watching this YouTube clip or doing whatever it is, right? Going on that run. So you just have to, because running a business as feast or famine, really, it, it’s as good as the opportunity you make. Um, eventually the necessities of life require you to be productive. And so that, that’s how, that’s how you allocate your time. But in terms of the specifics of how I allocate my time, I just make sure I allocate certain amounts of time to being on the phone a certain amounts of time being out and about. Um, and I try to, and this is talking about Ryan sir hand again, he has a goal of meeting three new people a day. Um, now he’s an exceptional US-based sales agent, but but he’s right, like you’ve got to try to, um, allocate your time in a way that you’re meeting a new person every day. So that’s what I tried to do as well. And how’s that going for you? Yeah. Good. Yeah. Good. I agree with that. Not three a day, but you know, it’s up there.

Ben Handler:
Hopefully, you get there. But I agree with that philosophy. We need to be as BI as Aiden’s getting in front of as many people or qualified style of people as possible or even people who can or have a distribution of, of customers potentially for us, whether it be a business partner, like an accountancy firm.

John Comino:
Absolutely. And even if it’s someone who’s passionate about property and that reinvigorates you. So maybe there’s no, they’re not a referral source, but maybe they just love property and it reinvigorates you. So you’ve got to, yeah. Getting meeting new people. It’s part of also the craft of being persuasive. So meeting new people is, is really important to, to learn how to be a person that people want to deal with, to be persuasive, to be compelling, to be charismatic. So it’s good to meet new people.

Ben Handler:
Yeah. I mean that’s, that’s an interesting point. And I think as buyer’s agents, from my experience in this space for 10 years, the potential client does not want to feel like they’re being sold to. Right. I feel like that. So the more consultative a buyer’s agent is, listens with intent, asks good questions, doesn’t try to sell to them, really just tries to be there to see, Hey, are we a fit or not? I feel like has the best chance of winning.

John Comino:
Yes. Certainly one of the [inaudible] that’s a really good point. And I know that I go further withclients once they converted by dissuading them from buying something. You know, we, there was a property yesterday that we decided not to buy on the basis of the strata report and it, look, it breaks the heart every time a deal doesn’t happen. But, but that’s where the trust is built that that’s a big step forward when you say, look, this is a dog, you don’t buy it. And I’m as sad as that, you know, as devastating as that is, it’s a really important step in that trust building process to say

Ben Handler:
don’t touch it. And then especially if they really want to buy it. And does that happen often? It happens sometimes, sometimes questions. So owner rock, you’re dealing with a lot of more emotion. I still think with investors though, there’s a lot of emotion. People are trying to retire early, accumulate wealth, manufacture equity, all that stuff. There’s emotion there. However, I feel like a skill of a good buyer’s agent or some specific skills of a good buyer’s agent when buying for owner occupied reasons is painting pictures they can’t see. So some of them have never done a rental before. Someone don’t know, you could have knocked through this wall and the place would look different. Do you, are you good with going through the property and actually helping them see the whole picture?

John Comino:
I hope so. I hope so. I mean, you mentioned before that I’m not a sales guy and that’s positive and negative, right. So I, I, I’m not sure if I speak the language of emotion as much as I should, but I suppose speaking to a client,the day before yesterday, a different client and, and I S I sort of said, did you go, did you go to the, the shop on the corner of the cafe on the corner? Have you been down to, you know, just to experience how convenient that location is. So I guess that was an attempt to kind of just allow him to envisage himself living there,and what life would be like. So, yeah, a little bit. Um, and not, I don’t do it so much in terms of renovation, like, you know, imagine knocking that wall down and imagine, ah, I can do more there. But, um, but certainly in terms of the lifestyle aspects, I, I try to point that out.

Ben Handler:
2020 your, I mean, you’re busy. I’m seeing you online. You’re doing a lot of deals. Things are going really well. Any new plans or are you just keeping it simple?

John Comino:
It’s its growth. The plans, growth. We’re not, um, we want to go beyond consolidation. I also want to refine the craft. I mean, the first thing you do when you become a buyer’s agent is you, you need to get proof of concept. Can I do this?so we’re, we’re past that. We’re, we’re growing the business, but I want to grow it a lot more quickly and I want to be at the stage where, you know, if a, if a buyer doesn’t decide to go with me. That’s cool. That’s cool. There’s, there’s that pipeline. So to build the pipeline, to grow the business and to, to refine the art.

Ben Handler:
Awesome. Where can people find you? Like, what’s, is it your website or

John Comino:
the website’s the best place? It’s a www.bridgetwobricks.com today, EU.

Ben Handler:
Cool. And I’m assuming you are on LinkedIn and

John Comino:
LinkedIn, Facebook, Instagram, homing pigeons, you know, all of the,all the ways very easily.

Ben Handler:
Did you like the social channels, by the way?

John Comino:
You know, I never had a Facebook account until I started the business, so I’m not a social media guy, but you know, it keeps me connected.

Ben Handler:
You won’t believe it. I didn’t have a face, a personal Facebook hand until I resigned last year. I never had one. Um, so I feel you. Thanks for being here. I appreciate it.

John Comino:
Pleasure. Ben.

Ben Handler:
For all of you listening, please check out John at his website, Bridge to Bricks and you can check them out on LinkedIn, Facebook, Instagram, all the socials. If you’re specifically looking to buy property in Sydney, whether it be for investment purposes or owner occupiers reasons, I highly recommend you reach out to John. See you next week.

Please watch the full episode here:

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

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Here Is What Happens After 15 Years Of Property Investing

Property Investing Growth

Ben Plohl:

So, um, I guess when we first started the business it was, yeah, it’s a, it takes a bit of time, a bit of nurturing. But um, to be honest, I didn’t expect it to be in this position now in such a short space of time. Now that’s, that’s a, that’s a guaranteed, yeah.

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 to the career opportunities that this sector is providing people to bring awareness around the value that buyers agents providing to people who need help buying property. Our goal with the show is to strip back and dive into the remarkable stories of buyers agents who are paving the way forward in one of the fastest growing real estate sectors. Right now. Our guest today is Ben Plohl. Ben’s been investing in Australia himself over 15 years at a national level. Ben’s professional background was in the finance sector. He worked at an executive level and at a CFO level. He’s also a chartered accountant. So he loves crunching the numbers. Ben is now running his own buyer’s agent business called BFP Property here in Australia. He’s buying at a national level for his clients and really empowering and mentoring and showing his clients what he has learned to develop for himself over the last 15 years. I’m really excited to introduce Ben today. Welcome Ben.

Ben Plohl:

Thanks. Very good. Have good to be here. Thank you.

Ben Handler:

So we’ll chatting earlier and I was pretty surprised. Well not kind of surprise, but you’ve signed up 10 clients in two weeks or three weeks last the last three, four weeks.

 

Ben Plohl:

It’s been, it’s been a bit overwhelming. But to tell you it’s been really good. It’s been really good. Did you expect it to grow this quick? Uh, no. No. So, um, I guess when we first started the business it was, yeah, it’s a, it takes a bit of time but a nurturing. But um, to be honest, I didn’t expect it to be in this position now in such a short space of time. Now that’s, that’s a, that’s a guaranteed. Yeah.

 

Ben Handler:

Okay. So you previously worked in the financial sector? Yes. Did you ever think, you know, five years ago or before that you were going to move into real estate?

 

Ben Plohl:

No. No, I never said no. So I didn’t, didn’t really have an interest or, um, didn’t really cross my mind. So at, say, five years ago, you know, really keen to, to expand the, the, the, the finance career and, and continue to grow. So no, I never really had the thought process of, uh, becoming a buyer’s agent.

 

Ben Handler:

I mean, my, my story is I was working in corporate only for four years and then transitioned into the buyer’s agent role in business and that was still quite difficult. With that change. I mean, you, you’ve had 15 year’s experience in that sector. How was that transition for you?

 

Ben Plohl:

Yeah, it was, um, I guess it was a big leap of faith. Um, I guess when we did the course, um, it really got me interested in, in sort of taking that deep dive into, into the business.

Um, personally, yes, I’ve used my buyer’s agent, um, for a few properties that we purchased in the portfolio. So I understood the process and, and really liked it. Um, and, um, and I thought that with my experience I could, I could add something to, to, to my clients. So, um, I guess it was still a difficult decision to dive into the business. Um, but I guess I took the decision to do it part time, I guess originally. Um, so doing some consulting in the CFO space, part-time business and then, uh, five months ago I’ve, um, decided to go full time, which has been crazy.

 

Ben Handler:

And this is your first business that you now running? Uh, yes. As an entrepreneur running your own business, you’ve got to work plenty hard, but I guess you do have some flexibility. Have you found it?

 

Ben Plohl:

Yeah, it’s been really good.

So I guess background of, of being involved in, in managing large businesses, but it’s totally different when you’re running your own. Um, that’s, it’s been a bit of an eye opener. Uh, but I guess with my background it’s been able to, I’ve been able to sort of make it work from a financial perspective, finance perspective, operations perspective. I kind of understood the process of, of how to run a business. Uh, but it’s still daunting, right? When you’re, when you’re doing it on your own. Um, from a flexibility perspective, it’s been fantastic. Um, you do, you do need to work hard and I guess it is, everyone knows it’s, it’s a tough gig and you need to put in the effort. But, um, I guess from my perspective it’s, um, I’ve got a really young family. It’s given me the opportunity to just spend a bit more time with them I guess, and being flexible, being at home when, when needed.

Ben Handler:

And um, it’s been really good. I remember the, we caught up and you were, uh, working as a consultant for the CFO for that company and you were doing the buyer’s agent work part-time and you’re considering jumping into it full time. And I remember speaking with you and I was thinking, well, you’ve got a massive track record building a portfolio for yourself on a national level. And you’ve obviously got such a significant financial background. So, you know, looking and analysing data and helping clients and yourself making effective decisions, I always just felt you’re going to absolutely nail it. So, I mean, do your clients when they meet with you, obviously feel that with your background and what you’ve done like personally and also professionally that you add a lot to the table? Yeah.

 

Ben Plohl:

Yeah. So pretty much all my clients have, I guess jumped on board and I think they’re really, they’re there. It’s kind of a unique, I guess, position where I’m a chartered accountant and now also buyer’s agent with that, you know, significant experience in investing as well. So a lot of clients have really sort of been drawn to that. Um, and I guess there’s a whole bunch of other things that I can bring to the table. But, um, yeah, from a client perspective, I think that’s what, what’s kind of been a bit of my draw card. Yeah.

 

Ben Handler:

Yeah. Are you following a similar investment strategy for yourself with your client now as you’re running a new buyer’s agent business? Are you following a different strategy you’ve developed?

 

Ben Plohl:

Yeah, 100%. So I’ve, I’m only investing in locations that I’ve personally invested in. It’s something that I’ve, I think it’s been, um, something that I really decided on early on. Um, I’ll only invest in a property that, that I would personally invest in.

So there’s a bit of vested interest there. Um, so my, my personal philosophy is exactly the same, pretty much to, to what I’m adopting from our clients.

 

Ben Handler:

Mostly your client’s coming to you with similar objectives or are you finding it’s quite unique, like a, some focus more on the growth, some focus on year. What are you finding different strategies for different people?

 

Ben Plohl:

Yeah, so we’re getting some people that are, you know, I’ve got some significant, a large portfolio and they, they’re looking for something with a bit of a bit of difference, a bit of X factor, whether it be cashflow, play or whatnot. Um, but then we’re getting a lot of first time investors that I guess they’re at the, the early on stage of their portfolio. Um, so we’re looking at predominantly growth assets for those guys. Um, so yeah, it’s a bit of a mixed bag.

Ben Handler:

And you’re doing resi only not commercial, correct?

 

Ben Plohl:

Yes. So residential only, I think commercial is, uh, it’s, it’s something that I’d probably get into later on down the track, but I think it’s, um, it’s probably more of an education perspective from my, from my end, um, before I, I think go into that market. Yeah. Nice.

 

Ben Handler:

And I also saw online that you bought some minor rocks?

 

Ben Plohl:

Yes. Yeah. So I have done, um, I’ve done a couple of deals, um, in the owner occupied space, very different to, to dealing with investors. It was an enjoyable journey. Um, but I think it, um, it’s sort of highlighted I think where my, um, I guess my interests and my, um, probably my, my passion lies and the thing I do really prefer to deal with with investors. But having said that, there’s a couple of others that have come on board that want assistance in buying their own homes. Um, and I’m happy to, I guess, you know, help those guys out as well.

 

Ben Handler:

How are you enjoying like mentoring your client? I’m sure with your experience now, when you take the client on the journey for, let’s say they’re an unsophisticated invested in, you know, purchased or border, Oh, built a portfolio before, are you enjoying mentoring them and coaching them around your philosophies and what you’ve done?

 

Ben Plohl:

Yeah, yeah. It’s a really enjoyable, um, uh, part of the, of the role. Um, you know, people coming on, coming on board and, and not having any idea of what it’s about. Right. Even a mindset change too. So helping people I guess open up their mindset and um, and look at opportunities outside their own backyard. Um, so it’s been a really enjoyable, I guess part of, of what I do for my clients. It’s, it’s just giving them that grassroot education on, on all things related to property and I guess, you know, helping them leverage off, you know, the experience that off attained over the last 15 years.

Ben Handler:

Nice. And have you, obviously it’s been a short period of time, but have you had any clients go for the second one?

 

Ben Plohl:

Yes. Yeah. So funnily enough, yeah. I’ve had three clients that have bought, bought ’em two properties each quite quite quickly and I’ve just taken on another one that’s looking at three. So there are people out there that um, I guess, uh, sitting on, you know, sizable equity in their home, um, and you sit down with them, you build a strategy and they’re happy to I guess buy multiple properties at the same time or within a short space of time. So that’s been quite enjoyable.

 

Ben Handler:

Are you finding when people come to you, are they really aware of buyer’s agents and the value in the service or do you feel like when you’re meeting with them you’re educating a lot?

 

Ben Plohl:

Yeah, I think it’s a bit of a mixed bag.

As we know, the, the, the industry is still very in its infancy. Um, there are some people that, that do have the understanding of what a buyer’s agent is. And I guess it’s then just you explaining to them, you know, the value that you bring to the table. But there are a lot that, that also come to me and a lot of other buyer’s agents that they have no clue of of what we do and what we’re about. So it is a bit of an education process. Um, and look, you know, it doesn’t suit everybody and as we all know, um, but the people that we can serve and we can help, they understand that concept and they can sort of really see the value that we can bring to the table and, and they jump on board and it’s really good.

 

Ben Handler:

Have you found it challenging? Articulating value to the potential clients who don’t really have an understanding of what we do?

 

Ben Plohl:

Um, look, yeah, it can be challenging, right? So I guess my background is there’s no, um, I guess education around sales, right? I’m not, not a sales person and I never will be. Um, so sometimes it can be a little challenging in articulating, you know, the value that you can bring to the table in what we’re about. Um, but, um, I guess, you know, every day I’m learning something new of, of how do, I guess, you know, portray yourself and, and the service you provide. So you’re learning every day. Yeah.

 

Ben Handler:

What are some of the key, uh, reasons you’re finding why people are engaging your service? Like, is it time poor? Is it they’ve never bought before? Is there a common theme of reasons that you’re noticing?

 

Ben Plohl:

Absolutely. Yeah, it really is.

So I’m mainly working with, you know, busy professionals, so it’s time poor, not having the time to, to devote to, to research and not knowing where to start. Right? It’s, I think a bit of analysis paralysis and, and I know that I felt that many, many years ago when I was going through the process as well. Um, there’s so much information available that people just don’t know where to start. Um, and, and I don’t want to make mistakes. So I think leveraging off, you know, the buyer’s agent is, you know, you really, it’s a bit of an insurance policy, right? You’re, you’re leveraging of someone that’s in the market every day that has access to the data. Um, and that’s, that’s kind of, um, I guess the, the value that these people are, see, yeah.

 

Ben Handler:

I mean for me, I didn’t, I never really understood when I started  my buyer’s agent business 10 years ago why buyers didn’t want professional.

I mean, never grasped it. I mean, real estate agents represent the vendor and the buyer is communicating with the real estate agent who’s representing the vendor who’s not even working for them. It never really stacked up.

 

Ben Plohl:

No, no, you’re right. It’s, um, again, it’s a, it’s an industry education process, which I guess we’re doing through the, through the Institute. It’s just, uh, making people aware that um, when you’re looking for a property and you’re going and speaking to the local selling agent, look, they’re going to be helpful. But you know, we need, they need to understand that their vested interest obviously lies with their, their climate and the vendor. If they want some independent advice, they’ll need to, I guess to come to someone like a buyer’s agent to get some that, some of that unbiased assistance.

 

Ben Handler:

How are you enjoying negotiating with the real estate agents now that you’ve got clients, you’re not doing it for yourself, you must be doing a lot more negotiation.

How are you enjoying it?

 

Ben Plohl:

Yeah, look, that’s a fun part of the job. It’s, um, it is enjoyable that it’s, it’s about getting the best deal for your client and um, uh, yeah, again, you learn something new, every deal that you do. Um, but it’s, it’s good fun.

 

Ben Handler:

And in terms of like speed to buy, is there like an average time, I know you’ve been doing it for about a year now, but an average time that you’re buying for your clients from signup to exchange?

 

Ben Plohl:

Yeah, so I think the quickest was really about two weeks. Um, then some clients that have some, uh, you know, some tricky briefs, uh, it can take up to two months. I’ve had deals that, that have taken that long. Um, probably more so that the owner occupied, um, clients that I’ve dealt with. It does take a bit bit of time.

Um, so yeah, it’s kind of within that three to four week is probably your average period now.

 

Ben Handler:

And average purchase price that you’re doing with your clients?

 

Ben Plohl:

So, um, if we’re looking at, we’re predominantly looking at, um, a lot of your affordable markets in your growth pockets around the country. It’s really around that four 50 to 500,000 Mark is what we’re spending on for most properties for our…

 

Ben Handler:

Yeah, it’s a good sweet spot. And in terms of the property manager, you’re not doing property management. Okay. So you obviously pass them onto a obviously a highly reputable agency that facilitates that management.

 

Ben Plohl:

Yeah, exactly. Yeah. So as part of the process we’ll put people, we’ll put our clients in touch with, with other professionals being, you know, conveyancers and, and obviously your property managers as well. So we’ll give them a couple to choose from and it’s up to them to really make the decision of who they think will be best suited to them.

Ben Handler”:

Yeah. Nice. And in terms of your clients, they come from marketing or like how have your clients, cause I mean you’ve got, you’ve had 10 in a short amount of time, like where they come from. If you don’t mind me asking.

 

Ben Plohl:

Yeah, so it’s a bit of a mixed bag. Again, it’s um, it’s, I think in the early stage of the business it was my personal network, um, putting my name out there and then people saying, yes, let’s do it. Um, um, some referrals from partners, I mean mortgage brokers is probably my best. Um, and then I’m actually already seeing referrals from past clients, which is really, really great and I think that’s the model that you would like to get to. Um, and then there’s a little bit on face on, on Facebook and, and uh, and other social media channels. Um, I’ve been fortunate enough to be on a couple of different podcasts.

So, you do get your name out there and um, and people reach out that way.

 

Ben Handler:

Yeah, I mean we were talking earlier about that referral based business and you know, to get to that, you know, 80%, 90%, even a hundred percent referral based business is really the Nirvana of where you want to get to..

 

Ben Plohl:

100%. Yeah. So if you can, if you can base your business model on, on a referral based model, I think it’ll be a sort of, like you said, an Nirvana. Absolutely.

 

Ben Handler:

And what about next year for, for plans for you and your business? I mean, it’s growing quickly, you’re getting a lot of traction. Uh, you’re signing up a lot of clients doing good deals. What are the plans for 2020?

 

Ben Plohl:

Yeah, so, um, like I mentioned before, I’ve just engaged some marketing assistance. So a lot of my, um, the business hasn’t really been, I’m reliant on marketing as such.

Um, but I’m really just becoming a little more sophisticated in that respect and things like systems and processes. It’s just really, um, you know, mapping them out and trying to refine them using technology wherever possible. And, um, I think in this day and age we’re quite lucky and fortunate that we have access to some really cool tools that, um, that can streamline your business. So, so next year is really about just growing as much as we possibly can. Um, but also, you know, we want to, I want to, um, keep the business, um, a decent size where it’s still a boutique type of agency. I don’t really have the plans of, of sort of just growing for the sake of growing. Um, I think surface levels is crucial, um, for what I’m about and what I’m offering. So, um, as long as we can grow but also sustain, you know, solid, um, you know, client service, then that they’ll be happy with that.

Ben Handler:

Yeah. The client service, you’d never want to drop that. I guess just going back to owner-occ, you went through that experience, you wasn’t where you need to be. Would you consider hiring a buyer’s agent to carry out that for your company? Is that something that you’d look at?

 

Ben Plohl:

Yeah, look, absolutely. So, um, um, that would be an opportunity if I had, you know, a bit of, um, you know, an influx of, of inquiries for the owner space. Um, special. I’m based in the Hills of Sydney and that is a bit of an untouched market for from a buyer’s agent perspective are a couple of operators. But I see that as a big opportunity. Um, so yeah, potentially that that’s something, um, that, that, that I could look at.

 

Ben Handler:

Awesome. And we’re, where can people find you?

 

Ben Plohl:

Um, so websites’,  bfpproperty.com, um, all the links to two emails and phones are on there.

 

Ben Handler:

So, and your LinkedIn, I’m sure.

 

Ben Plohl:

Yeah, LinkedIn, Instagram, Facebook and they’ll also the website

 

Ben Handler:

You know, I really appreciate it. Thanks so much. It’s been awesome chatting. And I mean, from my perspective, just seeing someone with so much experience, like, uh, not just in buying property, but I think just professional experience and then in a short amount of time, like literally less than a year, get your business up and running, doing deals, signing up clients, and really take the leap of faith to move on from the corporate world. It’s a lot of courage. And I mean, just seeing that from my, from my lens has been, I mean, it’s inspirational. It’s been an, it’s been amazing to see what you’ve achieved. So I just wanted to take congratulations and I know you’re going to smash 2020.

 

Ben Plohl:

Thanks, Ben!

 

Ben Handler:

So closing up now, and for those of you who haven’t seen Ben, you can visit his website at bfpproperty.com. Ben is super switched on with servicing investment clients on a national level. So I highly recommend you check him out. As he said, you can check them out on LinkedIn or Facebook, Instagram, but visit his website. We’ll see you next week. See you there.

 

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

#26 – Is Property An Addiction With Luke Moroney

How to become an authority buyer's agent

Training The Brain for Success

People achieve greatness through many avenues. But there is always one factor common in all of them. They have a strong brain. They train their brain to endure hardships, make tough decisions, and analytical thinking. These people always come strong on the other side.

There are many ways to train your brain e.g. therapy, experience. Luke Moroney, an established buyers agent has achieved mental strength through running. He has been running 7k for the past 800 days.

Using Facebook Live to share his daily accomplishment, this routine has allowed him to cement his reputation with thousands of people which in turn has helped him as a buyers agent

Building trust - wood block

Build Trust Through Consistency

Being consistent is one of the most important virtues for success. Staying focused day in and day out not only paves your way to success but also gains you the invaluable trust of those around you.

This trait will allow you to build connections in the industry because people recognize you as an authoritative figure. People trust the ones who have their lives and routines set according to a pattern. An inconsistent person is more likely to the defaulter.

Learn From The Experts, Don’t Reinvent The Wheel

In his talk, Luke emphasizes the importance of learning from the gurus. Reinventing the wheel is an absolute waste of time, time that in the buyers agent market is invaluable.

One way to do this is to increase knowledge and go to seminars. Meet with experts and exchange knowledge. Going to seminars, Luke understood what people have achieved in the property industry and how they have grown over the years. The key is to have a student mindset of learning.

See what the experts are doing and follow them. The same formula is applied by Buyers Agent Institute, one of the top training institutes for buyers in Australia. They have employed years of experience of hundreds of buyers agents and squeezed it into a training course for buyers agents. This course will help them become professional and successful buyers agents branching their own companies and expanding the industry.

 

Man holding box of possessions

Quit the 9-5, Beat The Fear

Much like the other buyer agents, Luke took the leap of quitting the 9-5 and starting his own business. He started by going to many seminars and learning from other people in the industry.

Steadily, he grew his portfolio, got exposed to more stock, and made relations with buyers agents. He soon started enjoying the freedom of work that came with being his boss.

As a buyer agent, you can choose your working hours and be flexible. Working on your passion does not feel like work anymore. You would be working on a Saturday night, talking
to people about the property, wealth creation, and mindset and not feel like working.

Now Is The Time To Buy

With this unfortunate pandemic engulfing the whole world, it has affected many businesses.

People will suffer mental health issues because of a shortage of wealth. It is important to introduce cash buffers as individuals, employees, and businesses.

But for buyers, it is the right time to buy. If you have cash available, now is the time to buy. The trick is to do inspections day in day out. That is how you will get to know about the best deal. But don’t forget to practice social distancing while doing it.

You can listen to the complete podcast below:

 

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Why School Doesn’t Determine Your Success

School Will Not Determine Success Find your Passion

Sam Gordon:

I remember quite young, I kind of, I liked the idea of property. Um, and you know when you kind of hear about different people who’ve created a lot of wealth over the years, it’s typically through property. So I kind of, I guess I did and I grew up watching the block and stuff. I did want to get into real estate, but now I never, never kind of thought in this level that I’d kind of take it and in such a short period of time as well.

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 of the career opportunities at the buyer’s agent sector. Provides people to bring awareness to the value that buyers agents provide, people who need help buying property. Our goal of the show is to strip back and dive into the stories and journeys of remarkable buyers agents who are paving the way forward in one of the fastest growing real estate career trends. Right now. Our guest today is Sam Gordon. He’s 29 years old. He left school when he was 16. He was living on a rabbit farm. He now and just recently bought his 19th property. He wanted to be a pro soccer player. He was also going to go into the special forces. He’s got a remarkable story right now. He’s running his own buyer’s agency called Australian Property Scouts.

I’m really excited today to really learn about his story. I mean, owning 19 properties and leaving school at 16 is not the norm. So today we’re really gonna dive into it or I’m really excited to introduce, Sam. Welcome Sam.

Sam Gordon:

Thank you, man. Thanks.

Ben Handler:

But you’ve got an awesome story. Thank you, man. I remember when we first spoke and you know, you broke it down in terms of just your background and what you were doing and how you left school at 16 and you’re on a rabbit farm. I mean it’s not the norm. And I think to see that you’ve now just bought your 19th property is like remarkable. And I think you sit in the very, very, very small percent of people in Australia, especially for your age who owned that many properties. Did you actually ever think when you’re growing up that you’re going to build this monster portfolio?

Sam Gordon:

No. I know I didn’t. I, uh, I remember quite young. I kind of, I liked the idea of property and you know, when you kind of hear about different people who’ve created a lot of wealth over the years, it’s typically through property. So I kind of, I guess I did and I grew up watching the block and stuff. I did want to get into real estate, but now I never, never kind of thought in this level that I’d kind of take it and in such a short period of time as well.

Ben Handler:

So why did you actually leave school at 16? Is there like a reason or..

Sam Gordon:

Yeah, so I went to school in Sydney. I went to Westville sports playing soccer and I was from down in the, in the country. I used to Trek in. It was about two and a half hours each way every day.

Um, and it was just a killer. And by the time I got into year 11, when I was 16, I had no aspirations to go to uni. Um, my brother and my sister. But they both did. They, both Mom and my family were all set for it. Um, and I just decided to pull the pin about three months into a, into year 11. And, uh, yeah, my parents tried to talk me into, into either going into a, into a trade at the very least, or going back to, to finish my schooling somewhere else locally, uh, to go into uni. But it was just, it was never something I wanted to do. I knew I wanted to, um, I wasn’t exactly sure what I wanted to do, but I knew I wanted to get out there and to start working straight away and yeah, build my worth myself.

Ben Handler:

It’s awesome. What did you do when you, when you stopped school? Yeah. What did you start doing?

Sam Gordon:

Oh, so I went straight into, so I went straight into the business. I didn’t go full time, like the family business. Right. Which was the, the, the farming, the rabbit farming. Um, I didn’t go into that full time cause my dad thought I was gonna be shit. So I did that and I did. So I did three days a week of that, three days a week. Um, I was actually scaffolding, putting rigs up on houses and stuff like that. So maybe that was a little bit, that got me into it as well. But um, yeah, so I used to be three days that I’m scaffolding three days on the farm and then the down the weekend I was, I was playing, so I was playing pro soccer at the time at 16.

Ben Handler:

So, and then you’ve got some injuries.

Sam Gordon:

Yeah. So that wasn’t until I was 19, uh, had hip surgery. I, um, had an avulsion fracture, which is where you snap off a bit of the, the hipbone and the tour tore my cartilage to shreds. Um, I played a full season with it. So at the time I finally got operated on at the end, it was pretty messed up. Um, yeah. So that, that kind of stopped the career or it didn’t stop the crew. I still played after that, but I couldn’t play at the same level.

Ben Handler:

And then you wanted to get into special forces and then the injuries I believe.

Sam Gordon:

Yeah. So, um, by the time I got to, so when I was 25, I hit, um, six properties. I was going onto my seventh of that seventh one was going to hit me 1 million bucks in equity.

Um, and when I had the goal that when I hit 1 million bucks in equity in property, I’d either made it, I’d either made it in soccer, I could keep going, or if I hadn’t made it yet, I was going to switch. And I was going to go to my other, my other drink that make my two dreams pro soccer or, um, all the special forces. So I went for the special forces and aced, the aced, the, um, like the, the theory exam, which it was the thing I was, I was worried I was gonna struggle with that. I aced that. And um, I pretty much pretty much offered me anything I wanted to do. And I said, well, all I wanna do is commanders. It was directing, listening to commandos. Like they go, great. Yeah. You know what the first thing you gotta do is a medical questionnaire.

And I was like, gosh, here we go. And the first thing, the first question they asked me, have you had any major surgeries? And um, I was, I was going to kind of cave a little bit on the download, a few, I’d broken a few bones and whatever, but it was, I can’t really hide that one. So I said that, I said, look, I’ve had hip surgery, this is a surgery. And they just straight up, no, he can’t do it. Like, you can’t go frontline with surgeries like that. And that was the big shift that, that kind of came at that point.

Ben Handler:

How’d you feel when you got to deliver that news? Because obviously soccer dream’s gone and then your next dream gone.

Sam Gordon:

Oh, it made, I was devastated. It was a, it was a 12 months of my life. That was really a really tough, uh, because I didn’t know what I was going to do.

I knew I didn’t want to stay in the family business forever. Um, I was doing it cause I was making decent money and investing in my portfolio. I’m just continually building that. But, um, they, I was devastated me cause I’d lost all direction. I didn’t know what I wanted to, you know, what I was going to do.

Ben Handler:

That’s tough. And so he built up this monster portfolio. Did you use buyer’s agent to help accumulate that?

Sam Gordon:

No, no, no I didn’t. I, um, this was a funny part. This is kind of what put me on the path of, of I guess, becoming a buyer’s agent. I toyed with the idea of real estate agency. Um, uh, I employed a buyer’s agent. Um, I, I kind of get, I went into him too. He was my idol growing up and I went into him and said, look, here’s my portfolio.

What do you reckon? Like, what do you reckon I could add? Or, or, or whatever. And I think I was just expecting him to say, mate, you’re killing it. Just keep doing what you’re doing. You do it really well. Um, you know, maybe take me under his wing a little bit the way you have with me as a buyer’s agent. And, uh, and it didn’t happen like that. He pretty much bagged the hell out of my portfolio. Um, made me cough up a, a BA fee in full, which I’ve never heard of before, but I just kind of went in Roscoe glasses, this guy’s a real deal. And if the deal is in my portfolio without, without terrible, then the things he must be sourcing must be unreal. Um, suffice to say, about six months later, I told him to shove it and um, yeah, it was, yeah, it was kind of, it wasn’t there.

So I burnt essentially 10 grand. Oh you didn’t get it refunded, didn’t get refunded. It was in the, it was in the clause. It was a, it was a non-refundable upfront payments. So I kind of, I went down the Avenue of trying to, I’m trying to get it back and it just, what it was going to cost me in legals to get it back would have, it would have exceeded, exceeded what the, their fee was, which was 10 grand. So it was um, it wasn’t a, it wasn’t a pretty picture for me and it was, that all happened in the same year as the special forces in the soccer. And it was, it was pretty tough. You put it that way. It was a bit of a bit of a hole from that.

Ben Handler:

So what did you learn from that experience with the buyer’s edge? Cause now you’re running your own successful business.

You will get into this soon, but I know you signed up eight clients in the last four weeks and things are, things are pumping for you. And I mean here, any client is looking to build a portfolio again to invest them with your level of experience and what you’ve done. I mean, I don’t see why they wouldn’t want to work with you. So I’m not surprised that it’s growing so quick. Your clientele, but what did you learn from that experience with that buyer’s agent that you can now translate into what you’re doing now?

Sam Gordon:

Yeah, definitely. I think the biggest thing for me was um, being genuine, being honest. Um, the reason he was charging those fees is cause he could no longer bring good deals to his clients. That was the thing. He became a volume business. It’s something I never want to do. I always want to stay boutique-y to a level where I can still always deliver the best, the best things for my clients.

And one of the best ways I believe to do that is I charge a very small upfront fee. Um, and that’s just, that’s just the way I operate because I know I’m going to go out and get that client a good deal. So I’m not worried about how much they pay me at the start cause I know they’re going pay me on the back end when I bring them a really good deal. Um, and I guess that’s the thing, I’ve, I go into it with ethics because I got burnt really badly. I mean I’ve got brought up, brought up by good family as well. Um, and I think that’s the thing. I’ve always instilled good ethics by my parents and that just like made me so angry, you know, on top. And I think that’s the thing when, when I had that on top, it’s just, you know, I kind of go in there wanting to do the best I can by people as well.

Ben Handler:

Yeah, ethics are important, especially with what we’re doing. We’re playing with a lot of money with people. It’s a, sometimes the biggest investment someone’s going to make and you want to make sure you treat it with respect. Yeah. And I mean, I’m curious to know, so you get in front of prospective clients, you’re a young guy, you’re 29 you’ve got, you just bought your 19th. Are they pretty blown away when you just drop it? You’ve got 19.

Sam Gordon:

Yeah. Well most people kind of already know the story already or they’ve heard about it had been passed on by someone else. They’ve had good experience and they go, you’ve got to talk to this guy. He’s got, it’s funny though because a lot of the time I’ll go sit with him like, Oh, I heard you got 14 or 15 or six day. And I’m like, Whoa. I’m actually like literally in front of that now. That was a couple of months ago. Um, and that’s just, I don’t know, that’s just, it’s, it’s cool because I think it’s, they can relate to that and they’re like, well, I want to put my money with someone who’s done what I want to do. So I guess that’s a very relatable side. And I think that’s why it’s really starting to take off. Um, yeah. And it’s, it’s good. You know, it’s, it’s growing and I’m loving it and I’m still, I’m still always telling people that the service is always going to stay the same if you have to wait a little bit longer to get an exceptional investment. That’s part of working with me and people are very open to that and understanding of the fact that the best deals in the world, I’m not going to have it waiting for you for the second you sign up. Right? Like it takes a little bit of time to get those, those, those great deals. And, um, I think when I explained to people like that they understand, they understand the process and resonate with that, I think.

Ben Handler:

you can’t put a time limit, you don’t know when that deal is going to pop up. And where are you buying property like for your own portfolio? Where’s it typically based geography geographically?

Sam Gordon:

So, I’m primarily a in Queensland, South Australia, and New South Wales. I’m pretty much spread pre, evenly across the, across the three States here. Um, but I’ve also been buying for clients in Perth and a little bit in Vic as well at the moment. Um, I missed the Tazi boat. I made a decision about five years ago. I was going to look towards, I, I looked at Tazi and Adelaide and I put my money in Adelaide. I was gone. And it was something about it that drew me a little bit more towards it. Um, benefit of hindsight. I, I missed that one a little bit. Uh, but like that’s what it is. You know, you learn from your mistakes, you learn from the different things that maybe I missed back then. And that was five years ago. I was 20, 24, 25 when I kind of bought those first Adelaide properties.

Um, yeah. So yeah, geographically my portfolio is basing those three States. Um, but yeah, kind of buying pretty well nationwide for forever on at the moment as well. And just building the contacts in the areas as well. You know, that’s, I think that’s, that’s a really key, really key part of, um, of, of doing the best service.

Ben Handler:

So are you following the same investment strategy, um, for your clients?

Sam Gordon:

Yeah, so I start them out the way I started. Um, the way I’ve got, I’ve got what I call it, the, the Trident formula, right? So I built a base portfolio for people. Um, typically it’s about four properties in a Metro location, buying below market strong cashflows. They just sit there and take over. Um, and then we go off and do we do the accelerator strategies. It’s just how I grew my portfolio. So big, which is small developments are high cash flow deals. And then another foundation portfolio is a Trident, right? Three to three at a time. Once you’ve built the foundation. So small development, high cashflow and the bread and butter sort of back in the portfolio and just it continually, it allows you to continually build your portfolio. And um, yeah, so I’m kind of, I guess practicing what I preach and, and walking the talk cause the same way I did it and I know it works.

Ben Handler:

So when you’re building that foundation below market, how are you ensuring that you are going to be buying that those properties below market?

Sam Gordon:

It’s the experience of, of dealing in that market for so long. Um, knowing what a property is actually worth. And sometimes it’s agents bringing me stuff for hits to market cause they know I’ve got bought ready buyers. Um, and, and the, the, their vendor just wants a quick sale or just want to get rid of something. And quite often you can shave 15, 20% off the purchase price. Typically I say to my clients, it’s between 10 and 15%. We buy below market. Um, last week actually did one of the best deals I’ve done since, uh, since signing up a young young fellow in Brisbane. And, he’s, he’s a his first year and it was a 23% below, uh, bank of vow with a granny flat potential at the back they seen was a Cracker and a, yeah, it was, it was awesome. But that’s, that’s the way I kind of work on always, always aiming to buy below market. Cause that’s how I did it for myself and just continually recycling that equity.

Ben Handler:

Yeah. So you’re using that equity and then that’s how you’re rolling into the next year. Yeah. Which is great. And a 23% below market vow, that’s, that’s massive in this market. That was crazy. That one. Yeah, I guess you’re probably gonna wish you some of these, you buy them for yourself.

Sam Gordon:

It was tempted, but it was exactly what he wanted. Um, and, and I’m, I’m kind of down a different vein. I’ve picked up enough of those sort of properties on our more into the, um, there’s more developments in the, in the very high cash flow deals from my portfolio at the moment because I’ve, I’ve got about 10 of those in my portfolio as it is. Um, so I don’t really need to add any more of that. I prefer to, I’m preferring like I’m building other people’s portfolios with those sort of properties.

Ben Handler:

You must be very, I mean, growing up, leaving school at 16, you must have been very good at managing cash. Just, you know, not blowing money on stupid shit like we do growing up as, as kids. And I mean, I’m assuming that you’ve been brought up that way or ah..

Sam Gordon

Kind of… My parents were always very tight with money. Um, it’s funny, my brother used to be like, we were the exact opposite. It’s like he was very frivolous and I was very, um, I guess strictly my money, uh, when I bought the first year I ever bought was in Wollongong when I was 19. And that, uh, I was only making, I was clearing 580 bucks a week after tax, so nothing and this thing was, and there was 275 grand and that’s why it took me three, three years essentially to save the deposit for that. And I hadn’t bought a car like I was a saving, I hadn’t bought a, like I was, I was using the old clapped out 88 Corolla. Cursing around sees the bomb, but it didn’t matter. It allowed me to save the money, you know? And that was, that was the most important thing.

Ben Handler:

So, that’s awesome. Yeah, because I mean to build that portfolio and you’re not earning a massive salary, I mean, I’d assume all your earnings are going into savings to keep buying, right. Ought to be putting down for deposit.

Sam Gordon:

Yeah, definitely. Definitely. I guess it was on that first purchase, I did a renovation and the market had seen a little bit of growth as well. And that’s where I realized you could recycle equity. I recycled that, put into my first small development that was at 22. Um, and then when I did that, I made about a hundred grand and did it again, the equity. And that’s when I kind of realized, Whoa, like I’m on to something. He can just keep pulling this out and going again. Um, and yeah, that’s where, yeah, definitely saving, saving as much as you can as well. You’ve got to be, if you want to be not even so much aggressive. If you want to be serious about this and you want to build yourself a good portfolio, it takes, you know, diligence and being strict with yourself.

Ben Handler:

Yeah. You’ve gotta be very diligent and property management. I mean, if you’ve got a national manager that manages your portfolio, if you’ve got different property managers,

Ben Handler:

Now there are different property managers everywhere. Um, different people advocate different things. Uh, I’m very much a believer in, I like a local property manager working in my area and I pretty much go around and interview about, before I bought a certain area, I’ll interview like 10 to 15 managers and go and sit with them for coffee for half an hour and just kind of grill them and see what they’re like. And I always try and pick out like, um, I don’t use derogatively. I try and pick out like a battle axe like someone that’s like a rude, tough, bitter, an older lady that’s um, like really tough. I find that they’ve always the best at managing, um, because I can kind of rule with an iron fist, but then at the same time they can relate to a lot of, you know, like women and stuff like that as well. And men are less likely to be aggressive towards a woman. I don’t know, it’s just, it’s worked really well for me and that’s what I’ve always sourced I in the different areas of, and I’ve done for you.

Ben Handler:

So you look for the hard lady. That’s good. Yeah, because I mean, I’ve, I’ve, I’ve owned rent roles before and property managements are, it’s a tough gig. You’re dealing with problems all day. You’re putting out fires and you’re right. You need someone who’s hard and you also need someone who’s just, who’s going to be very diligent with just looking over, making sure everything’s okay, making sure they’re following in, doing routine inspections. They’re going through and just updating landlords appropriately and stuff.

Sam Gordon:

Yeah, definitely couldn’t agree more.

Ben Handler:

And so real estate agents, do they all know you? Do you deal with like in the area?

Sam Gordon:

Oh yeah, yeah, yeah, they do. Yeah, definitely. I’ve got about, I’ve got about half a dozen that I’m quite close with in a lot of areas. Um, and today’s shows you kind of become mates with my, you’d know this, right? You’re working with these guys all the time. You’re seeing them like, I’m in Brisbane or Adelaide once a week at least. Like I’m on the move all the time and I’m in front of these guys all the time. And uh, it’s, it’s funny you kind of build bonds with certain guys like this. There’s different people you vibe you’ve always told me is find the people that you vibe with because they’re the guys that they will also, they’ll vibe with you, right? If you guys are vibing together, you’re going to work well together and they’re going to want to do business with you. And I think that was the thing I found the guys and the girls that I got on really well with. Um, and yeah, that’s where I kind of, you know, good relationships built and that’s where really good deals are found as well. So yeah.

Ben Handler:

I’m curious to know since you started your new business, obviously now you’re working with clients, has your relationship with the agents changed now in a, in a, just in a different way because now you’re a buyer’s agent, you’ve got clients and you’re only going to be a bit more active.

Sam Gordon:

Yeah, it has. Um, yeah, I mean it definitely has, cause if they know they can bring you something that they can, that you shift straight away, uh, you kind of go to the top of the list of the people that I’ll call first. I have some agents that don’t even take stuff to market. They’ll ring me first and they go, do you have buy for this at this money? And a lot of time it’ll be market vowel, right? Cause it obviously they’re working for the vendor and they’re trying to sell for for appropriate money, you know, best money that they can not even send the deals to throwaways. But I appreciate regardless, and that’s the thing, 90% is it means one in 10 a decent right? And if they’re doing decent volume, that means one in 10 deals are going to bring, you are going to be worth your while and profitable for your client. So that’s why I did it.

Ben Handler:

That’s why clients are engaging and you’ve got those relationships you’re getting pre-market put to you, you’re getting off market obviously with your knowledge in itself to understand, you know, how to buy properties under market and recycle equity, et cetera. But I think relationships for buyer’s agents are critical.. I don’t think buyers quite understand that around how important it is to have a good relationship with a real estate agent who will flick your deal. Sometimes they’ll flick you a deal that is under market, a vendor has to sell, just has to sell, doesn’t want to pay for marketing or whatever’s going on in their life. And they know that they’re prepared to take a bit of a haircut. So I mean you never know, but the relationships are so are so important. Don’t you think?

Sam Gordon:

100% made 100%.

Ben Handler:

What about, I mean your next stage, now you’ve obviously you’ve signed eight clients in the last four weeks. Business is booming. Have you, I mean I’m sure things are moving so quick, but have you thought about plans for your, for your business?

Sam Gordon:

Well I have. Um, I definitely have. It’s, it’s funny there’s all the different facets you can kind of add in, right? I don’t want to go a little too aggressively too quickly cause I’ve thought about the property management side of things. Same way you did build a rent roll. Um, but to be honest, I’m really happy with my managers I’ve got now and they look after my clients really well. So I think that might be something further down the track. Um, but I’m actually bringing on, um, my admin go at the moment as well, so she’s coming. So I’m hiring my first first employee to kind of help with that stuff. Thank you Mae. And uh, yeah, it’s, it’s, it’s good. I think, um, this is more stuff that you and I get to go over, you know, as it keeps growing and building is where I get to leverage your experience on what I should be looking at next, um, to make sure I can keep servicing everyone as, as solely as possible.

And that’s why I’ve taken on this admin girl because, um, she’s actually very real estate focused where she’s come from real estate background, which helps me on that side of things. But I get snowed in under the paperwork. I’m up to so early in the morning, every night will late at night, early morning, where whatever you wanna call it, trying to keep on top of paperwork. And it’s just, I that’s the only side of the business I hate though. I love doing real estate agents, buyers, um, and finding the good deals. I love that side of it. I hate the paperwork, so that’s why it’s good. I’ve gotten to the point where I can, I can bring someone on and uh, yeah, she’s, she’s helped me with a lot of things already. So it’s,

Ben Handler:

it’s great. This is the first business you’ve run, right? Yes. And so, yeah, I mean, paperwork is a nightmare. I’m not sure I’ve met many people who, who enjoy paperwork. Are there any other challenges that you’ve been finding? Cause I mean, running a business is tough. I, there’s so many

challenges, but I mean, are there any key challenges that have stood out for you since you’ve been running?

Sam Gordon:

Yeah, look, when I first, when I first started, um, you said to me from the very start, Sam, you’ve got a great story, Mate, you need to get out there and get in front of people and tell it. And I’ve never been one to kind of get out there and tell my story. I’ve always kind of kept it quite close to chess, what I’ve done in real estate. Um, and that was very much to my detriment when I started out because people didn’t know. And they’re like, Oh, like, yeah, you’ve got a couple man, but my wife could do it. And I’m like, these guys don’t know like how many I’ve got at the time, the net worth of myself at, at this point. Um, and I guess that was the big thing, trying to get out there from a, from a standing start when I wasn’t really getting, I’ll say it wasn’t getting on Facey and telling everyone I was a buyer’s agent and stuff, you know, or put it up on Instagram.

It took me ages to get those pages going. And I think that was, that was what led me down. I didn’t, I didn’t take a very active approach in marketing myself and the business early on. I just kind of presumed all the people that know me, you know, it’ll be word of mouth will happen, but you know, this comes back to me not being willing to tell my story. Um, and then, yeah, when I, when I finally kind of you, I remember I called you one day and I said, mate, Oh, I’m having all these trouble. Like I’m, I’m trying to get these, I’m trying to get broke and try to get brokers to feed me deals stuff, but no one knows who I am. I don’t have a presence. Um, and you’re like, mate, you have to get onto people so you can get your voice out there.

So I started getting into media and I was, I was very diligent about it, um, at least once a month at least if not twice a month, um, to try and get things rolling and then all of a sudden it just exploded for me just getting out there and really telling the story. And that’s where we really picked up.

Ben Handler:

Yes. Nice surprise. I mean, I’ve said it a few times, but not many people that you know by by your age have bought 19 properties. And I think that there’s a lot to learn from that, but there’s a lot to learn from that. So I think your story is phenomenal. And I think a lot of people are going to be inspired by that. I mean, I don’t think people even have intentions of buying 19. I probably don’t think it’s possible and only they want to, you know, just get maybe one, two or a handful.

That’s their probably goal. So I think for people who do want to look beyond that and understand how it’s possible through your strategies, I mean you’re definitely the right person to guide them through that. Where can people find you?

Sam Gordon:

Uh, so I’ve got a, obviously a website now I’ve got to get on top of everything. So www.australianpropertyscout.com.au. I’m also on Facebook, which is the same just Australian Property Scout. Uh, yeah. And uh, and Instagram as well. But yeah, that’s, that’s probably the easiest way. Go on the, if anyone wants to find me, you can go on the website, you can schedule the call through there as well. Or send me an email requests and you know, I can, I’m always happy to talk to anyone. I’m on LinkedIn as well. Actually. You’ve got me on the LinkedIn. That was another thing I took ages to get onto.

Um, but yeah, it’s, you know, that’s another good thing that I’ve, I’ve been able to start leveraging for myself as well. So, yeah, LinkedIn as well. If you want to send me a message.

Ben Handler:

I, I’m really, I’m really grateful that you called me the other day to tell me that your business is booming. I mean, I’m not surprised. Um, he signed up eight clients in four weeks. I know you’re going to get extremely busy. I mean, if I was, I’m looking to buy a property now into, I’d be calling you. I think you’ve, um, you’ve got a lot to offer and so I’m really excited that you’ve actually now, uh, you’re living your hobby. You’ve actually converted your passion into a full time career. You’re living and breathing it now, and you can transform other people’s wealth. Definitely, man. That’s what I love about it.

Sam Gordon:

I love people that come sit down and they think these things aren’t possible. You know, they say to me, Oh, you know, and they’re coming from good asset bases. Right? But they don’t realize it’s possible to hear about too many people getting burnt. Like the way I got burnt. So many people would have had that experience happened to them and just gone off and never done anything again. Um, and I think that’s where I want to come in and help people and make people realize it’s really not that hard. Like in, in a 10 less than 10 it’s been less than 10 years since I bought that first one I’ve got, it’s like, I don’t want to brag, it’s 60 almost $60,000 a year. Passive income is about $2 million equity in the portfolio. And I didn’t know what I was doing when I started, you know?

And, and I think that’s a thing when people can come in, they can leverage someone that knows what they’re doing. It can be phenomenal, especially so many people, wherever you see most people, you know, have got a bit of equity in their homes or whatever. Fair bit equity, that means you can kind of ramp stuff up quite quickly. But even people from a standing start, like I love people helping, helping people with their first deal because so many people were had, I had a lady called me last night, actually lady, she’s 22. There’s younger, um, from where I’m from down in the gong and she rings me. She’s like, Oh, like I’ll think about doing this. Like I don’t know what I can do. And I’m like, look, the keys buying below market, you know, cause she’s thinking, Oh, I’ll buy one and then I’ve got to save my next 30 grand.

It’s gonna take me three years. And I’m like, the keys buying below market in a, in a growth location. And I said, you do that? I said, you know, can’t guarantee anything. You know, obviously it’s probably a market, but we buy well and by well and mocks are strong cashflows and we see a little bit of growth as well. You know, in 12 months we look at pulling that thing out and buying another one. And it’s a very replicatable and quite safe system as well. And that’s a girl coming from a very, um, at standing essentially a very standing start. And I’m, I’m honestly so honoured to be able to help people like that. It’s, um, that’s what I love to do and I’ve always, I’ve always felt from you, I was all you, you did that for so long as a buyer’s agent and then you’ve turned and you’re hoping people like me who this is my passion is what I want to do for other people.

It’s a passion to build a portfolio and that’s what I get to do and help people with them. And that’s honestly what I love. It’s awesome.

Ben Handler:

Did she sign up? She did.

Sam Gordon:

Yeah, of course.

Ben Handler:

It’s good made I think. Um, a lot of people don’t realize that they can recycle the equity and they don’t need to, as you said, say, offer a deposit and just bringing awareness to people like that, I’m sure that it’s like, wow. And they’re going to need someone like you to make sure they execute with precision on that first property. That first property is super important. And you said in a growth area. You’re right, that that’s what I did. Um, well done, made. I really appreciate you taking time out to share your story. Um, you, you’ve just got a phenomenal story and you’re right. You need to, you need to get it out a lot more. You need to let people know who you are and what you’ve done and you’re not bragging. I think you’re, you’re sharing the facts of what you’ve done and how you can help people. So thank you for participating today, man.

Sam Gordon:

I appreciate it. Great to be here.

Ben Handler:

Thank you very much.  Thanks a lot. So everyone, I hope you, I mean this guy’s stories is off the hook. I mean, you know, left school at 16, worked on a rabbit farm for all the people, probably an easier at school. I don’t reckon they’ve got 19 properties like him and there’s a lot to learn from Sam. So check him out. The website’s going to be on the page now. You can check him out and you can check them out on the social profiles as well. I really hope you enjoy today and I’ll catch you next week. See you there.

 

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