#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:

 

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
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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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How To Know If You’re Passionate About Property

Think You're Passionate About Property.

Jay Anderson:

I use buyer’s agents for seven of my own purchases. So got a good understanding about how they work, the things that I liked, that they did and areas I identified as well where I thought there could be improvements from, from the customer’s side. So a lot of when I built my business, I built it from the outside. In thinking about what was my own experience of using buyer’s agents.

Ben Handler:

Welcome to the buyer’s agent institutes 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 to the value that buyer’s agents providing to people who need help with buying property. Our goal of the show is to dive and strip back the stories and the 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 Jay Anderson. Jay’s career in property investing started back in 2010 and since 2010 he has built a multimillion-dollar commercial and residential property portfolio. His career and his professional background started in the hotel industry and his family have been investing in hotels for generations. Jay right now is running his new buyer’s agent business, Jay Anderson Property. I’m really excited today to dive into Jay story because he’s been growing like crazy.

I’m excited to introduce Jay. Welcome, Jay.

Jay Anderson:
Thanks, Ben. Thanks for having me.

Ben Handler:

Thanks for being here. I remember when we first spoke on the phone, I think you’re on the way to a fishing trip or something like that. I remember when we initially spoke, I just knew you are going to crush it as a buyer’s agent. You just had property running through your blood. You are working, I think in IT, in the hotel industry and I was like, you are going to be out of there soon.

Jay Anderson:

Yeah, I remember that conversation vividly.

Ben Handler
Yeah, and it’s exciting, especially when I’m talking to people like you who are super skilled at buying property for yourself and you, you love it. You live and breathe it. I can just feel an, and I just have this knowing that you’re just going to crush it when you jp into the buyer’s agent shoes.

Jay Anderson:
Yeah, and, no, looking back, it’s, it’s been a, an amazing journey so far and I’m so glad that I had that opportunity to have that initial conversation with you. And then the follow-up meetings and then, and then going through the Buyer’s Agent Institute it’s, you know, something I wish I’d did years ago.

Ben Handler:
Did you know much about buyer’s agent before we spoke?

Jay Anderson:

I did. I, I use buyer’s agents for seven of my own purchases. So got a good understanding of how they work, the things that I liked, that they did and areas I identified as well where I thought there could be improvements from, from the customer side. So a lot of when I built my business, I built it from the outside in thinking about what was my own experience of using buyer’s agents, what did I really enjoy and where do I think there were areas for improvement. So I kind of built it from that perspective.

Ben Handler:

Yeah. Nice. And I do remember when we first spoke as well, cause you’ve got a few kids and you’ve got your family to look after, you’ve got a lot of mortgages cause you’ve got a big portfolio and making that transition is always a challenge and I think you set out to maybe jp into the buyer’s agent space within 12 months or after 12 months and you seem to get there a lot quicker. Right?

Jay Anderson:

Yeah. So the original plan was to kind of do it part-time, for 12 to 24 months I think I kind of started doing it part-time, May, last year and went full time in October in that space as well. There was a six-week European trip as well. So

Ben Handler:

Yeah. Nice. And I remember as well, I mean obviously you’ve got a lot of experience with investing, both commercial and residential and then you mentioned that you may, you weren’t going to look at the owner-occupier market.

Jay Anderson:

Hey, just maybe give it a go, give it a feel. And I know how you’re quite busy with owner-occupied.

Yeah. And that’s been a fascinating experience. I remember the conversation we had was around, cause I’m coming from an investment point of view and very analytical. I can show you the data and the research explaining why this property makes sense and it’s suited to you for investment when it becomes own occupier that that’ll all that information is out the window and now it’s purely emotional. And I just felt, well I’m not a salesperson, I’m not a set from a sales background and I’m very data and research-focused. So maybe that’s not an avenue for me. And I remember you said, look, don’t shut the door on it. Just, just try it once because it can be quite fulfilling. And I, never forget, the first one I purchased was for a lady and her daughter and the number of messages and phone calls I had falling on from that about how I’ve managed to buy them their dream home that they never thought possible. And you know the feedback when you help someone by their, their family home, their dream home is, is incredible.

Ben Handler:

It’s good, it’s a good feeling. I feel like you, you can, you can develop a deeper rapport and relationship with the client cause there is so much emotion going in. Right?

Jay Anderson:

Yeah. And it’s a, you know, when you can really connect and identify their non-negotiables, their deal-breakers, what’s important to them in a home, you know, the property is such an amazing thing cause it’s, it means something different to every person. You know, especially when you’re talking about a family home. So when you can really identify and map out what are the key things that are important to them and then start presenting properties that are a perfect match to them, you know, you can see the look in their eye that just go and get like this. This is the right decision. Yeah.

Ben Handler:

And I mean obviously you’ve got a very deep, connection with property and investing in the data and the research. Obviously there’s this thing around Australia where everyone loves property. You know, it’s very talked-about in the papers. It’s everywhere. How do you know when you’re passionate about a property? Because you started in 2010 I mean, how did you know?

Jay Anderson,

So, I guess the first property I purchased, which is almost directly behind where we are now one of my good friends was doing quite successfully in property investing in, in developing and, I was kind of watching what he was doing and there was the initial interest, in the beginning, he ended up, wanting to buy this unit, but he’s finance fell through. So he kind of presented it to me. I got lucky on the first one, came out of the first one thinking I was an expert at the time because I just made all this money took me 10 months to realize that. Hey, I’m not an expert and if I want to become an expert, I need to dedicate as much time, energy and resources to learn everything I can about what becomes what makes a successful investor.

And more importantly, what makes a market tick. You know, what are some fundamentals or some key market signals that have an impact on a property market and what a market said Flatwater some go up, what’s happening behind the scenes that are causing this? So, from that point, it basically became a full-blown obsession to work out exactly what was happening and why do we, we went bought the next one and then it just fascinated me even further. So I started going back historically, so I went back to 1970 and then had a look on year on year. What was happening in each market around Australia at the time? What was property prices doing? Were they going up, sitting flat? What was population growth? What was any major infrastructure projects, employment? So unemployment, new job creation, what was happening in each of these markets to see if there’s any correlation between different data sets and property movements. So that basically that was, well before I even thought about doing it as a business, that’s when it became a full-blown obsession and passion that I’m sitting up late at night, you know, running numbers on a property, even though I wouldn’t be able to buy it at that time or maybe couldn’t even afford it at that time. I was still running the numbers on it, just, just out of the enjoyment.

Ben Handler:

Yeah. So, I think you definitely sit in a small minority of people who are going back to 1970s and you’re drilling into all that data. But do you think for the average person out there, just, you know, going on real estate and domain, let’s just say you’re running, you’re, you’re, you’re a banker and you’re spending your days not focused on your work and you’re looking on real estate domain? Does that constitute that you’re super passionate about the property or what do you?

Jay Anderson:

I think it’s a, it’s an early indicator. You know, if you’re spending time, you know, maybe outside of just when you’re thinking about buying a property, if you’re actually on real estate.com looking at different markets, I think that’s certainly an early indication that there’s, there’s some fire in there you know, and I, I’m incredibly lucky that now I get to do for my job, what’s my passion, what I was doing before I was being paid to do it, you know? So, I certainly, if you do have that inkling inside you, I think definitely chase it and explore it and try and get a better understanding into, I guess, what this industry does and how we help people.

Ben Handler:

How does it feel living, living your hobby now?

Jay Anderson:

Incredible. Incredible. The hardest thing at the moment is I need to force myself to switch off.

And it’s not because of anything else is because I just enjoy it so much and there’s so much drive there it’s, it’s an obsession. You know, I get up first thing in the morning and it’s straight on. It’s into it whether it’s actively searching for a property for an existing client or if it’s just looking at new markets, what’s happening, what, what’s, you know, what changes have been happening. And then going back to, other clients where their existing properties are, where the purchase before running numbers on that, looking at my own portfolio, it’s just, yeah, it’s, it’s what I call as my sport. It’s my, it’s my sport. It’s my hobby and running.

Ben Handler:
Obviously it’s your first proper business that you’re being running yourself. Correct?

Jay Anderson:

So we’ve had some motel businesses. But yeah, this is the first one that I’ve been doing on my own.

Ben Handler:
What have been the challenges? It’s difficult running any business ever. Do you come across key challenges?

Jay Anderson:

Certainly, probably just where to dedicate the time. You know, this, there’s so much to do. I’m, I’m a to-do list person, so I write out to do this and now I think at the moment I’ve got a large whiteboard. Both sides are full. So it’s prioritizing, you know, what’s important, what’s going to help grow the business. Looking at, you know, dollar productive, non-dollar productive, do a thing called an urgent-important matrix. Let’s focus on the things that are urgent and important right now. The things that are not important, not urgent. We should look at delegating or outsourcing or scheduling for the future. Cause I think if you don’t have a structured approach like that, it’s very easy as humans were like the path of least presidential stance.

So, a lot of times we can be drawn to the easy quick tasks rather than focusing on what are the, what are they going to be the big gains. And they are often the most difficult tasks that we need to complete.

Ben Handler:

I like that. The urgent, I think that’s important as part of just really attacking those, those high priority tasks first. Yeah. Because we can get dragged and focusing on those lower priority and we just end up kind of climbing backwards.

Jay Anderson:

Yeah. And then I think in the first couple of months that I was full time with the business, I was trying to, you know, be the marketing guy, the accounting guy wearing all these hats. I was doing lots of little tasks and probably wasn’t getting the fast enough traction that I wanted to. And that was when I took a step back and thought, you know, what’s the priorities here?

What is going to give me the biggest wins? And then I started looking at, yeah, outsourcing and delegating some, some of the other tasks.

Ben Handler:

We caught up for lunch a few months ago and we were having a chat just around your business and your model and how you’re growing and you’ve got so many, clients. And what struck out for me was that you’ve got, you’ve got an incredible business model. It’s fully referral based and so you’ve got these trusted partners, these financial planners, accountants, mortgage brokers, these group of people who really trust you with their clients. And I, and I think it’s amazing just in such a short period of time, obviously you’ve got so much skill and knowledge in the space, but you’re, you’re building such a robust business and it’s, it’s super impressive.

Jay Anderson:

Yeah. Thank you. Yeah. So 95% of my business is referral based at the moment.

You know, I’ve got a meeting directly after this with a financial planning firm in the city sitting in their board room with one of their clients who are, wants to start investing some of the cash they have into building a property portfolio. So, it’s incredibly honouring when a financial planning firm invites you into their office, into their board room to talk to one of their clients you know, it’s a pretty, pretty special field.

Ben Handler:

And I must say they obviously view you as their internal buyer’s agent.

Jay Anderson:

Yeah. They, it’s correct.

Ben Handler:

Under your brand, right?

Jay Anderson:

Yep, that’s correct.

Ben Handler:

Before we kick off this interview, you mentioned where you jumped in and said, “Hey, I’ve got a chat to you about something.” And it’s happened to me and I’ve seen it happen a lot in the industry. You had a client who, we’re going to go into the specifics, but you had a client who purchased a property without you.

And obviously, as buyer’s agents, we would hope in our contracts we’ve got a clause that stipulates that we are protected if the client does go behind our back and buy how are you going to deal with it?

Jay Anderson:

To be followed up? I’m not, I’m not sure. So, obviously don’t want to burn any bridges, but obviously, you know, we do have that protection in our agreement to present it, to prevent that from happening so it’s probably going to start off with just a, you know, a general conversation with the client to find out what happened and why and, and you know, what’s the approach moving forward?

Ben Handler:

Yeah, it makes sense. I mean, you want to keep it amicable. Are you buying a lot of market at the time? I know you buy a lot in Queensland, right?

Ben Handlers:

Yeah. So, you know, this month we’ve bought properties in Queensland, New South Wales and Victoria.

Out of the ones we’ve purchased, probably about 40 something per cent has been off-market it’s a good number.

A perfect example of that is once we identify an area or streets that we want to target, three weeks ago we did let a box drop to 423 houses on streets that we wanted to target. Got good results from that. So within seven days of dropping those letters, we had 5 phone calls from homeowners on those streets. So you know, when you’re taking the proactive approach of trying to find off-market deals, you know, I’ve got Francis up in Queensland, working for me, so he’s super active on the ground as well. Trying to find these off-market deals. There’s a lot more to it than just calling up an agent saying, Hey, do you have any off-market properties?

You know, it’s about, you know, really being proactive and understanding the area and, and approaching those vendors. The agents must know. You’ve pretty well now. Yeah. Yeah. And it’s a very important relationship to, to build and maintain and it’s good to have an understanding of how that agent works, how they like to be approached you know, it’s about building, connecting with the person as much as the business you know, if you spend a little bit of time, have a look at what properties that agent has listed on the market, if you call them, rather than just asking for, Hey, do you have any listings coming up or any off-market like this? Actually spend time, have a look at what they’ve got on the market at the moment. And you might say, “Hey John, I’m got a client interested in a three bedder in these suburbs. I know you’ve got one, two, three Smith street however that’s a little bit old for them. They’re looking at something a little bit more modern, something like four to seven John parade that you sold three months ago.” That’s the kind of property they want. You know, if you spend a bit of time to kind of understand what they do and you know, it certainly gets you further ahead.

Ben Handler:

How often are you, are you speaking with your clients as you’re working through the buyer’s agent journey? Is it a daily thing? Like how’s your communication?

Jay Anderson:
I was very structured when I first started the business and kind of. Hey, this is the way I want to operate it and the way I want to run it I quickly learned that just because that’s how I want to do it doesn’t mean that’s how the client wants to receive it. So it’s right in the beginning we try and get an understanding of what sort of expectations they have, what are they comfortable with in terms of communication. You know, some people will prefer a phone call, some people prefer a text message or email. Understanding how, what are they, what are their expectations from this? How do we normally work? And then we find a happy balance from there. So, you know, I have some clients time-poor professionals not interested in basically regular updates. They just want to know when we’ve got a potential property that’s a match, send it through to them to let them know what it’s going to take to buy it and what needs to be done. And then I’ve got other ones who are a lot more active within the process and want to understand which markets we’re looking at and why even the vetting process early on with the properties, you know, they’re, they’re really trying to learn through the process as well, which I connect where we are with because when I was using buyers agents from my own purchase, I was super interested in going, well, Hey, why are you doing this way? So you know, I’m very open to sharing that with my clients.

Ben Handler:

Yeah. I would expect a lot of the astute clients would be trying to really pick your brain to learn about, you know, your processes and what you’re doing. And yeah, as you were saying, vetting and just how you’re coming up with all your, your research, I’m sure they must dive into a lot of questions with you

Jay Anderson:

certainly. And sometimes you can learn a lot more from the properties that you reject than the ones that you proceed with as well. So that’s, that’s an interesting dynamic that a lot of clients are interested in. You know, what properties have we looked at and have rejected and what are the reasons why?

Ben Handler:

Yeah, I mean you were mentioning as well before that you were looking at a property for a client and then obviously did some due diligence came back building and pest wasn’t too good, so you have to, you have to walk away at times, right?

Jay Anderson:

That was an interesting one because my client was, I’m not interested in very strongly against getting a building inspection done. So, they had looked at three properties before that which they had paid for a building and pest and decided not to proceed with one missed out at auction, the other two not to proceed with. So, they were thinking the cost of a building and pest inspection report they actually had an associate of theirs go and look at the property as well. I very politely said, look, I understand, I respect, you know, you’re your associate but they’re not a builder. They’re not a pest inspector. Neither are we. We can go and have a look, take photos, do a video for you. We’re just really looking at the bones and the cosmetic side of it but I strongly insist, you know, we get a building inspection report done.

They were still very intrigued because they were wanting to spend $300,000 renovating this property as well. It was about a one-point $1 million purchase we pushed, they ended up doing it and building inspection report came back. They found a little trail of termites in the carport, followed that trail. And yeah, the termites were all through the building. So we managed to crush the contract based on the terms we had negotiated in the contract. And yeah, managed to walk away from that property, with no financial cost apart from the cost of the report.

Ben Handler:

would have been an expensive mistake. Right. And a lot of people do it not who are using buyer’s agents, but just a lot of punters buys out there. Yeah. Just some of them don’t really even look at a contract for sale either. It’s just insane.

Jay Anderson:

And I’m seeing that more and more in Sydney where, you know, now the heat’s starting to come back into the Sydney market. People are missing out on properties at auctions. You know, you might miss out at four or five or six properties. You’ve had a conveyancer review, the contract you’ve had building and pest done. You know, you miss out on five or six properties. This adds up quite quickly. So sometimes they get a bit frustrated with it all and then they find one that they really like and they just want to jump in without doing that sufficient due diligence beforehand. So certainly risky.

Ben Handler:

Yeah. And so you’re focusing commercial and residential together and you’re doing a bit of hotel stuff.

Jay Anderson:

Yeah. So on the commercial side, I’ve got a really strong preference for both accommodation and medical assets. So combination side, cause that’s my family’s background.

You know, we’ve been buying and investing in motels since the late 1950s. Got 2 motels myself. So, you know, there’s a market, I understand very, very well. And then the medical space, you know, they anchor tenants it’s a nondiscretionary spend for Australians to use medical and healthcare services, long-term leases the tenants in place are high-income earners as well so it all looks very good on that, on that medical front as well.

Ben Handler:

Are you finding there’s a lot of demand for commercial clients?

Jay Anderson:

Yeah, certainly that’s probably the interest levels growing more than any other sector and a lot of it, I guess it’s a mix of two different types of people. One is sophisticated investors who might have, you know, had a phone call with a gentleman last week. He had 13 properties, very savvy, sophisticated investor. They’re all residential is now getting to the point where he wants to now start generating a nice cashflow fizzy, thinking about retirement in 10 years time.

So, wants to jump into commercial. But he’s very, he good on him for realizing that it’s a very different space. Commercial and residential. They’re two completely different beasts so he’s looking at signing up to help him secure a commercial property and he’s one of the people that want to learn about what we look at and what, how we do it with commercial space. So it’s the sophisticated investors wanting more cashflow. And the other one is baby boomers transitioning into retirement. A lot of times they’re asset rich. They might be high-income earners in their day job in their career are wanting to transition into retirement but want to maintain the same lifestyle that they’ve got to do that they need to be able to replace their income. So, looking at getting a commercial property.

Ben Handler:

It’s phenomenal that you’re doing both and you obviously you understand both very well. I typically see I mean before starting my buyer’s agent business sales, focusing in a commercial at the charter hall. But typically, you’ve got someone who’s really strong in the residential or the commercial and it’s great that you’ve, you’ve really, really understand. Both of you invested in both yourself. You’ve been in the trenches yourself, the both. And I think it’s very valuable to a client because if they do want to diversify and they are very focused in residential, I mean you can just educate them around the opportunities that may be looking and you know, changing direction. Right?

Jay Anderson:

Yeah, and that’s it. You know, I do have some clients approach that is unsure. Do they want to go the residential way or the commercial way and we can take that holistic approach of saying, well, let’s have a look at where you are, what you, where you want to go, what you want to achieve, what you’ve currently got, and then let’s make a bit of a strategic decision about we can even do a bit of a 10-year plan.

Well maybe let’s introduce some residential now and get the capital growth. Convert that into commercial later on.

Ben Handler:

Yeah. Since starting the business, obviously I’m not sure how your, the flexibility worked when you’re in your previous role before you started your buyer’s agent business, what have you noticed in starting your own business? Obviously we’ve got to work, we work bloody hard as entrepreneurs and running your buyers and your business, but have you, have you been able to spend more time with your family and now you’ve got a few kids?

Jay Anderson:

Yeah. So certainly the hours, a number of hours I work is, is longer. And it’s, I think that’s an old saying that entrepreneurs work 80 to 80 hours a week, so they didn’t have to work 40 hours to somebody else but it’s, you know, it’s at my choice on how many hours I put in, but it certainly has given me more flexibility around my family that I can choose when I work, when I’m not, when I won’t.

An example of that is, you know, Fridays at 11 o’clock, my kids do swimming lessons, so I head down there and go to swimming lessons with them today’s Halloween, so I’m going to head home early, pick the kids up from childcare and go trick or treating with them, you know, so it’s, it certainly gives you that flexibility around, around time.

Ben Handler:

Yeah. And have you, do you, what do you do to stay motivated?

Jay Anderson:

I always focus on growth activities. So, both personal growth I always try and challenge myself to try and learn something new every month. So, I think it helps expand the mind, keeps you focused and keeps you growing as a person and a business. So, an example, one of the things that I want to learn this month is speed reading. So photographic speed reading. It’s just something I came across and I thought, you know what, I’m gonna, I’m gonna dedicate a little bit of time, a couple of times a week and just learn that.

And that helps me just expand my mind outside of what I am doing and helps me move forward and outside of that, when I originally started the business in a lot of people talk about the five-year goal, you know, what’s the five-year goal? One of my business coaches said, forget that five-year goal, five-year goals don’t mean anything. You put it out there and it’s a kind of a, it’s a dream. It’s a wish or we need to focus on is the next 90 days. Let’s map out what you want to achieve in the next 30 days and the next 90 days. And that is your laser focus. And if you do that, you’ll be much further ahead when that five year comes than if you’re just aiming for that, that dream.

Ben Handler:

I love that. Yeah, I work on 90 days as well. I think it’s very important. Where can people find you?

Jay Anderson:

So any of the social media channel channels or just Google. So, Jay Anderson, jayanderson.com.au. On all the social media channels, got a website up there as well or they can give me a call 0410746200.

Ben Handler:

Awesome. I’ve really enjoyed chatting with you. You’ve built an awesome business and just seeing how you’ve transpired since we first spoke, I knew it was there, I knew it was going to happen, but I guess it’s just amazing seeing you’re living your hobby now. It’s just great. Made so well done.

Jay Anderson:

Thank you on one big, big thanks to both you and what you’ve done with the buyer’s agent Institute. Cause that’s a huge component of being able to get me and my business to where it is at the moment. It’s been invaluable. So thank you. Thank you.

Ben Handler:

Hope you enjoy the interview. You can check out Jay and his website at jayanderson.com.au. And for those of you who do have an interest in residential or commercial across Australia, Jay is exceptionally talented and skilled and very knowledgeable, and he’s invested his own money into these asset classes. See you next week.

You Never Know Where Your Career Will Take You

Career Business Passion

Luis Lequerica:

The biggest difference in between, a property investor and an owner-occupier or a family home buy is that emotional component. I really believe that what we bring to the table, not only as buyer’s agents but as your aim part is bringing that financial model, into the decision making process.

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 buyer’s agents are providing to people to bring awareness to the opportunities around the value that buyers agents are providing to people who need help buying property. Our goal of the show is to strip back and dive into the stories and the journeys of remarkable buyers agents who are paving the way forward in one of the fastest-growing we real estate career trends right now. Our guest today is Luis Lequerica. He was born in South America. He’s got a remarkable entrepreneurial story. Luis moved from South America to Australia and studied agricultural economics. He had the intention of getting into the family business. He then had a bit of a pivot and got into the Rose business. He grew a seven and eight-figure Rose business, not just in Australia, but internationally. Then after that Rose business, when he exited, he got into real estate and became a buyer’s agent. He’s now a director of Your Empire. He started off working with investor clients and now he’s transitioned into working with owner-occupiers. We’re going to dive into Luis, his story and we’re going to introduce Luis right now.

Welcome Luis.

Luis Lequerica:

Ben, thank you for having me. I don’t know if I’m remarkable, but it’s, it’s actually very cool to be here today, so thank you so much.

Ben Handler:

Awesome, man. You’ve got to re, I think you’ve got a really remarkable story. I mean, I heard a story, I haven’t unpacked this with you around, there was a lot of roses on a plane once and then the plane arrived and let’s just say the roses weren’t in the best condition.

Luis Lequerica:

condition. Yeah. So let’s, let’s say we went down in flames, on that one and look, it was a great lesson, so one of the things that we learned out of that always had insurance and always make sure that your insurance is actually valid insurance. So as we found out, our freight forwarder was selling us d**  insurances. So we lost, quite a bit of money there and we had to liquidate the business.

 

Ben Handler:

Wow. And so how did you go and get into this Rose business? I mean, it’s quite a unique area.

Luis Lequerica:

Yeah. Look, interestingly enough, as you said, I was studying agricultural economics and as part of our marketing ops research, we had to do a, a marketing project on an agricultural product. And I decided to do it on roses out of Columbia. So I was doing all the market research. I realized that there was no, fine fresh cut flowers in Australia. The market was very seasonal and I thought there was a great opportunity to get into that business at that point. And I started with one little box at a time. I used to get the bus from one end of Oxford Street to the other end sale bunches of roses to each one of those flower shops. And the business started growing from there.

 

Ben Handler:

Amazing. I mean it seems like you’ve got the Entrepreneurial blood. How then did you then pivot from the Rose business into real estate?

Luis Lequerica:

So, when I started the flower business, I became a member of an organization, which is a worldwide organization called entrepreneurs organization, so I became a member of that when I was 24 years old. And back there I met my current business partner, Chris Gray. And , look through our, I was part of EO for maybe 12 years or 10 years. And throughout their journey, just Chris and I became really good friends. And when I liquidated the flower business, I was looking for other things to do. I actually ventured into a subscription business for kids, which was backed by Telstra and I actually stepped down from that, from that business as well because I wasn’t passionate about it. And at that point I thought, well, I should get into something different. And I had an idea around real estate. I sat down with Chris, had a coffee, the coffee ended up being 10 beers.

, look to these days, our, shareholder’s agreement is in the back of a serviette. So, five points, very easy to remember and it has been a remarkable, partnership.

 

Ben Handler:

Yeah. So obviously a lot of trusts there and you’re doing a shareholder’s agreement on the back of the serviette. No, it’s great. It just seems like you guys have very high-level trust. How important has EO been during your, your business career?

Luis Lequerica:

Oh, massive. Massive look. I, I always say, EO has saved my life, my business career and my marriage more than once. So from a personal perspective, just being able to share with that level of, of people, just entrepreneurs, business owners, so in order for you to qualify into, we owe, you have to, be the business owner, have a revenue of more than $1 million to apply globally for Sydney, it’s $5 million revenue.

And then, so everyone is going through a very similar journey. So being able to feed on those experiences, it’s just amazing. It’s, it’s having, I always explain it. Imagine having, 8 board members that you can access once a month for four hours or at any given point that touch of your fingers. So it’s actually amazing.

 

Ben Handler:

Yeah. I mean that’s, support is what you need when you’re grinding as an entrepreneur. People who like-minded people, you can bounce things off.

 

Luis Lequerica:

Yeah. And look and being able to share the experiences as well, we all know that the entrepreneurial journey is not an easy one. It’s a tough journey. It’s a roller coaster and you sometimes need to vent. You need to, understand why the fuck things are happening, and, and there’s no better way to do it.

 

Ben Handler:

And then how have you found this new transition? Obviously, you’re focusing on investor clients for a while that Your Empire and now you’ve moved into the primary residence space. How’s that transition?

Luis Lequerica:

Look? It, it, it’s, it’s a very interesting process because I, I always said to, to Chris and to everyone in the business, I actually don’t want to be a buyer’s agent, so I don’t consider myself a bias. Agents are such, my angle is more on the business angle. And look, it’s, it’s a very important thing to, to clarify because for the people that are doing the course, for example, these, besides being a buyer’s agents, you’re also going to be a business owner, and that’s a massive thing that you’ve got to sort of getting into it. So, for me, my focus is I want to be 30% buyer’s agents, 70% business owner, and look, people can do it differently, but for me, that’s, that’s what I want. So, so when we started, four or five years ago with Your Empire, we had one product.

We have tripled the size of the business nearly, and we now have close to eight products, right? So for me, it’s been a very challenging thing. How to learn a new industry on the go, grow the business, I am absolutely passionate about property, which I never thought it was going to happen, more than anything. You know what I mean? I, I think it is being passionate about people and being, being real, right. I, I think, again, people are sick and tired of all the bullshit around there, and people just want people, they want to relate to another human being, so for me it’s been a massive learning curve.

 

Ben Handler:

Yeah. People want authenticity and I agree about the business. Buying property is just something we have to do as buyer’s agents. I mean, this is, that’s the service and we’ve got to deliver it 120%. Yeah. But we are in the business of running a business.

Luis Lequerica:

That is it. That is it. Look, I, I often get this, Lifework balance questions, I mean, you, you know, I’m a, I’m a workaholic, so I work seven days a week, I’m replying emails at four o’clock in the morning, 10, 11, 12 o’clock at night, if I’ve got something in my to-do list, so for example, I won’t leave a client reply for the next day. If I have to give client updates, I will do all my clients are updates on that day. Right? So for me, it’s being able to be connected all day, every day, but also gives me the flexibility off if I want to do something on my personal or, or have personal space. It also gives me that flexibility. Yes, it’s a great way for you to enjoy life as well. Right? So, I do enjoy, certain things in life. So I like boats. I like cars even though I don’t drive, but those are the things that I enjoy.

 

Ben Handler:

You mentioned you don’t drive. How do you get around to client appointments? I’m just curious without, without driving.

Luis Lequerica:

So, look, I do public transport, so I take the bus trains, I do a lot of Uber, for, for the weekend viewings. I normally rent a car, but I just believe that there are other ways, for you to get from point a to B and you don’t necessarily need to own a car, look, we’re a family of five, so I’ve got three kids. We have a car at home, but, but I normally don’t use it, I really try and make an effort and, and, and use public transport. So, you don’t like driving, or you just look, I, I had my license, I lost my license and it was, it was an interesting process because I used to drive everywhere. I mean, at one point I think I had like four or five cars at home and I, I literally drove everywhere and this just forced me to think outside the box, I’m probably more productive now. So on the bus, on the train, in an Uber, I can read emails, I can reply to emails, I can read documents, I like reading a lot. So, yeah, it’s just, it’s easier for me. It’s, I guess it, one of the things that I’ve always wanted to do is live my life by design. And this is just the way that I want to live my life.

 

Ben Handler:

It’s great. I mean, I respect that because driving is frustrating. It’s, it’s challenging on the road at times. So just being able to sit back as you said, and read and actually educate yourself instead of while you’re driving and focusing is a win.

 

Luis Lequerica:

I look, don’t get me wrong, last year we had a family holiday in New Zealand for six weeks and we drove seven and a half thousand kilometres, or I drove seven and a half thousand kilometres. So I do think that, it’s just what you want to do and how you want to do it and just, just live, live in your terms. So that’s, that’s absolutely the way that I’ve, that I’ve planned it.

 

Ben Handler:

I know that you’re working with primary residence clients mainly now as opposed to investors. How have you, what have you noticed a major difference with the, with the client journey that you’re going through?

 

Luis Lequerica:

Yeah, so, look, I’m an economist so I’m very black and white numbers-driven, sort of, sort of thing. Even though I’m South American and I’m very emotional, the biggest difference in between, a property investor and an owner-occupier or a family home buy is that emotional component. I really believe that what we bring to the table, not only as buyer’s agents but as your aim part, is bringing that financial model, into the decision-making process. So if you’re looking at, let’s call it a million-dollar property or a $5 million, there’s a financial decision, there’s a financial process, and, and, and thought process for you to understand and justify that purchase. And then there’s an emotional component. So if it’s the perfect location, the perfect house, if it’s going to make your partner happy, if it’s going to be close to schools, if it’s going to be close to the office, if it’s going to suit your lifestyle and on paper in value, it’s worth $5 million, but the vendor wants five-point $5 million.

Are you going to risk trying to get that same place in six months’ time and pay $5 million? Or are you going to put it into our $500,000 emotional component if you can live in it for the next 20 years? So is $500,000 for 10% or whatever, the amount is significant if that’s going to be yours forever home. So I think going through that motion with clients is very helpful. So understanding where they are and how can we justify it. Then emotional components.

Ben Handler:

Yeah, it’s a very different experience. A lot more emotion that you’re dealing with. But I invest in properties, I always say declines. It’s still emotional when you’re buying for investors. Yeah. They’re trying to accumulate wealth, their financial freedom, whatever they’re trying to do with this. There’s a motion with that.

 

Luis Lequerica:

Absolutely. And, and, and look, I, I always say it’s, it’s very interesting to work with, with investor clients as well. So normally COO, CFO, COO, bankers, lawyers, doctors. So normally very strong characters that we, that we’re dealing with. Very, very cool people, but strong characters, very successful people in their own sort of way, a lot of them, especially, I see this with a male, clients, they, they, they really think they’re the decision making, guys, they’re the guys that, you know, almost the wives report to them. And it’s very funny because we would present a property to them and I’ve got to, “I’ve got to check with Mary. I’ll run it past Mary first and then I’ll let you know.” So, I always like to say they wear the pants, but they bloody asked the wife every day what colour pants.

 

Ben Handler:

Then there’s this, there’s, there’s usually multiple decision-makers.

 

Luis Lequerica:

Absolutely. [inaudible] look, that’s, that’s another thing that I’ve always, or that I’ve learned it’s always communicating with both decision-makers. If you want your life to be easier, especially in the, in the family homes, if you are not talking to both decision-makers, it’s, it’s got to go pay shape one way or another.

 

Ben Handler:

Yeah, it’s great. And where can people find you?  with Your Empire? They’re looking for you guys.

 

Luis Lequerica:

So, look, the the the easiest way is to pick up the phone. Give me a ring, my number is 0456 556 052. As I said, available 24/7 will shoot me an email.

luis@yourempire.com.au.

 

Ben Handler:

Well, it’s great to see that your empire is now expanding into the primary residence space because I mean Your Empire, it’s a very established brand. Obviously Chris and yourself, we’ve got a very good presence. So it’s great to say that you guys are diversifying and you’ve got all these products that you’re offering. I mean, I love seeing entrepreneurs who have been in business who are now getting into the buyer’s agent space, who love business. They’re hustling. There are so many transferable skills, right? Just to really bring into it. So it’s awesome to see your story. I mean, you’ve been such a successful entrepreneur, so now to bring that energy into this new business. I know you’ve been doing it for a while, but it’s just great to see how this business is expanding now. So yeah, thanks for being here. Appreciate it.

 

Luis Lequerica:

Thank you so much for having me. And I’m looking forward to another five 10, 20,30 years. Yeah.

 

Ben Handler:

And we’ll see you next week on the new show. See you there. Thank you, guys.

 

Watch 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

How To Balance “Working From Home” and Home Life

Working From Home

The lines have been blurred as we all try to work out the best ways to live and work at home.  

 It’s hard to get the right work/life balance because you don’t want to turn into a work-a-holic, and you know that despite the way you feel about life right now… you can’t binge on Netflix all day.  

 But when our workplace is forced into our homes, we need to make sure we don’t let it take over every part of our day.  

 I mean, in the workplace, we’re told to leave our personal lives at home. But it doesn’t look like the same deal applies to work staying in the workplace.  

 Let’s be honest, though, the work-creep isn’t a new thing. It’s been happening for a long time now. So, we can’t blame our current situation for any of it.  

 I believe it all started when we allowed emails on our personal computers and smartphones. 

Because when that happened… 

  • We instantly became more contactable 24/7 
  • It became too easy to take work home with us.  

And the worst part is, we allowed the intrusion because we thought it would never hurt us to answer an email or two. But as we all know, it’s never just a few emails. It’s always way more than that. And before you know it, a few hours can eat into your home time.  

 So, what’s the best way to have a healthy work/life balance? 

 Here are a few things that can help get the balance right… 

  • Exercise is a must-do, not a might do:

I have a routine I do every morning, and I never miss it, no matter how busy I am. It’s time I do yoga and meditate. I know that when I set up my day like this, I’m way more productive.

  • Know your best times: 

If you’re a morning person, do more demanding work in the morning. Whereas, if you’re a night person, leave that kind of work until later in the day.

  • Be realistic about what you can achieve: 

Setting realistic expectations is essential. Work tasks will always leak into home time if you overestimate or overcommit to what you can do in a day. 

  • Use technology wisely: 

Technology is supposed to make our lives easier, not harder. So, keep control of your technology. Don’t take work-related calls, and don’t check your work emails after hours. Most workplaces are strict on not allowing social media during work hours… it’s high time we reverse those rules for our home life.  

  • Do something you love: 

Have an interest beyond work that you love so much that you won’t miss out on doing it. This helps you to do a “hard stop” in your day and move on to something your passionate about. 

There can be a bit of a catch if the thing you love is actually is your career too. I know this from personal experience.  

Having my own business that I love means that I spend most of my day doing what I love. But even so, I still make time for myself. Because I know that if I’m not at my best, my business isn’t either.  

That’s the fun of being a business owner and being your own boss. You can set your own hours and work to your strengths. And when you do that, there’s more of a harmonious flow between work and home life.  

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

Use Passion As The GPS For Your Career

Passion and Career

Sanjeev Sah:

So and at times you wear different hats, sometimes have to manage the team. Sometimes you do the product development, sometimes tests. That was the thing. So similar thing I see it’s in the same here in the as property by region like you understand you need to understand the brief, what the client is looking for and go and do the search to all the research for them and pretty much solve the client in their best interests.

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 that the buyer’s agent sector is providing people to bring awareness to the value that buyers agents are actually providing people who need help buying property. Our goal with the show is to really dive and strip back and learn about remarkable buyers agents who are paving the way forward in one of the fastest-growing real estate trends right now in Australia. Our guest today is Sanjeev Sah. Sanjeev has got an awesome story. He was born in India. He studied Computer Science in India and before he moved to Australia, he bought a commercial and residential property and paid it down. When he moved to Australia, he got into it. He worked in it for 14 years. He was working in a technical role and then he worked in a management role in his time in Australia with his family.

He purchased five properties. He didn’t pay those down. He used the equity in each property as a tool for leverage to keep accumulating more properties. Sanjeev is a great example of an entrepreneur who’s now gone out and started his buyer’s agent business. He carried out the buyer’s agent role part-time while he was working in his IT job so he could then transfer risk-free. Sanjeev now runs Investor’s Dream. He’s got a very successful buyer’s agent. I’m pleased to introduce Sanjeev Sah. Welcome Sanjeev.

Sanjeev Sah:

Thank you, Ben. Thanks for having me.

Ben Handler

Pleasure to have you here. I want to understand you bought property in India and you’ve also bought property here. Is there a big difference with how you negotiate and do transactions compared to India and Australia?

Sanjeev Sah:

Uh, no Ben. I don’t think I’m, it’s, it’s pretty much similar process. You look for the property based on your strategy and then, based on the strategy, look them and then go negotiate the properties and do the due diligence and you buy them.

Ben Handler :

Okay. I was wondering if there’s, I’ve been to India and I was just wondering if it was easier to get a deal across the line with a real estate agent compared to here or it was quite similar.

Sanjeev Sah:

India is a different market and each market has own challenges and little different ways of doing things. So yeah, it’s a little different but uh, overall process. Same.

 

Ben Handler:

Excellent. I love you, I mean your story is a great example of how transferable skills really are in regards to becoming a bias. As you studied computer science, you worked in it for 14 years in a technical role and a management role. How transferable have you found the skills that you’ve had into becoming a buyer’s agent?

Sanjeev Sah:

It’s pretty much transferable because what was happening as a IT consultant, I was working pretty much doing technical work plus understanding the requirement, the client and, and, helping the clients like to build the software. Right. So and at times you wear different hats sometimes to manage the team. Sometimes you do the product development sometimes test. That was a thing. So similar thing I see it’s in the same here in the, as a Property Buyer’s Agent. Like you understand you need to understand the brief, what the client is looking for and go and do the search to all the research for them and pretty much serve the client in their best interest. So, so that’s I think pretty much so it’s like a, I didn’t struggle like when I moved because I was doing the same thing in the, in my IT role anyways. Uh, now the challenge was a bit on the business side because now from coming from a nine to five job, suddenly wearing a business hat. So, but then, um, especially having joined Buyers Agent Institute and working with you guys, understanding the mindset and what is involved, I think it’s really helped me to move forward and foster actually.

Ben Handler:

Excellent. And you were working as a buyer’s agent part-time earlier this year when you’re carrying out your it job. Did you expect to quit your job so quickly to become a buyer’s agent?

Sanjeev Sah:

Uh, not really. Uh, because I was just testing the water. I would say, uh, I was passionate about the property I was doing from last four years in Australia and of course seven, eight years altogether, including India. But then they said it’s really good opportunity because her, like there are around 70,000 property agents, real estate agents, but only less than 500 buyer’s agents. So, and plus I was so passionate with the property, so I thought, okay, uh, I’ll start testing this one as a, because you see the opportunity, but then sometimes you see, Oh, is it for me? How can I grow in that? And all those questions come right. And then, um, but yeah, then started it part and realize no, it’s such a good opportunity, uh, to help other people and at the same time get rewarded for that. And that’s where, uh, very sooner I quit my job and I said that was my goal anyway.

Ben Handler:

Excellent. When you started to become a buyer’s agent part-time, how long did it take you to sign up your first client?

Sanjeev Sah:

I think my first client was in two weeks, I think two weeks. It was good. Uh, as soon as I started talking about what was happening during my property journey, I was already helping my friends. They’re like because they started seeing us and if you bought five properties in the last four days in Australia with your full-time job, hectic job and on a family, because I have a daughter and a wife also working, so they started, Oh, “how you’re doing”. And it’s all about the mindset and the education behind the scene and that’s where I was good to a person. I was helping anyway. So yeah, I think it didn’t take me much time.

Ben Handler:

You’ve obviously got a strong passion for real estate. I know you’re a keen educator with just learning information around how you can better yourself. How does it feel now to be working full time? Like living your hobby now?

Sanjeev Sah:

Oh my God. I know it literally cries every day. I would say in theory it’s a good tear because I pinch myself, Oh my God. Because I set myself like goals five years ago and not five is actually three and a half years ago to get out of the job in five years. And it all happened in three and a half years and now I’m like helping others and my clients are really grateful to me that I can help them build the portfolio and buy the right properties. So I’m living my life of dream actually.

Ben Handler:

Nice. And I’m assuming you’re not going to go back to the old corporate world 9-5 ever again?

Sanjeev Sah:

Uh, no, not really. No. I think I’m, I’m passionate about the property and um, so I’m working as a property buyer’s agent definitely on growing my company at the same time. I’m doing my own developments also. So yeah.

Ben Handler:

Your own developments in, in Australia?

Sanjeev Sah:

in Australia. So I think, um, last week only I got a once um, subdivision application approved, uh, which was one into two. Plus I’m working on another uh, subdivision which is one into three. So, so yeah, I’m doing my own property journey also.

Ben Handler:

It’s exciting and it’s a, it’s very rewarding. When you buy that property for your client, how do you feel your, I mean, how do you feel about the experience when you sign up a client and then you go through and purchase the property for them? How do you feel about that experience?

Sanjeev Sah:

It’s, it’s um, very amazing when people just are looking for that help actually. They’re desperate, like, and time-poor did not show like I see a lot of the people like forget about the time for like they don’t know what the strategy, what to buy and that is the biggest hurdle. And they’re looking at all the places and like they’re just not going anywhere. And they come and like we talk about the strategy itself. I said forget our properties. The last thing we’ll buy, but let’s have this strategy. What do you need? What’re your goals and how you’re gonna help them purchase a property because not just buying a property for in the namesake or buying a property, right. So everything we strategize and like they see the value and then the rest is like, okay, finding the right property, finding the right location, what suits their budget, uh, which aligns to their goals and they learn the due diligence and the negotiations. And definitely we close the deal. So now they feel very grateful and they think, Oh, there’s so much to learn in this industry. And the people I’m be talking who even are not that keen in the property world, they get very excited. So I feel like, Oh my God, it’s such a good industry to build and yeah. And making me more passionate every day actually.

Ben Handler:

Excellent. There’s a lot of value as you were just describing, the buyer’s agents provide through negotiation, sourcing, property due diligence, project managing, suggestions, advice, everything. Do you feel when you meet with prospective clients, they struggle sometimes to understand and see the value that we provide?

Sanjeev Sah:

Quite often actually. So a lot of people currently in the market, they don’t even understand like what you guys do. And um, so, so we explained them go by the process by process and um, yeah, so, so it’s, it’s a gap and that’s where, uh, currently the biggest hurdle is to educate them what we do. And that’s where I’m doing in my social media also. Like this is what we’re doing. And so that we are educating people. Uh, and yeah.

Ben Handler:

Yeah. I, I, feel as buyer’s agents, we’re in such a small bubble, we sometimes can feel or think or believe that everyone knows what buyer’s agents are and do, but the reality is the general public typically doesn’t know what buyer’s agents do and how we add value. So there’s a very strong intent for us to educate our prospective clients and people around us, like you just mentioned, through social media to help articulate the value we provide.

Sanjeev Sah:

Yeah, very true. Yeah. I think a few people are there who have been using Buyer’s Agent in the past and they know all we have spoken to them and all those things. But even those people, they don’t know exactly the end to end thing. They know there’s a property Buyer’s Agent, some on health and all those things. But yeah, I think there is a gap in the market where we need to really educate people.

Ben Handler:

Has starting a new business obviously living your hobby, buying property. Has it changed your life?

Sanjeev Sah:

Yeah, it’s, it is changed in a very good way. Um, but at the same time comes with a bit of challenge and that’s where I’m joining your community is very helping because coming from working 9-5 job wearing a business hat was different. Now it’s so, uh, again, so I think, um, the Buyer’s Agent Institute has set the good foundation for me and just guided me step by step what needs to be done. Uh, so which is very helpful and plus we, I’m learning from the whole community, right? So it’s all the good things. You get the challenges because it’s never an easy journey. Like you go and no start business and you will be successful. Right? So it’s a process. So now I’m given numbers, businesses really doing well. Now I’m working on my own system and processes. How so that I can help my clients better.

Ben Handler:

Yeah. It’s an ongoing process. Refining systems and procedures and looking at the business around how you can add more value and efficiency to the customer. From my experience, it’s, it’s an always an ongoing practice around how do you keep delivering the best first-class experience for the client and that when you’re running a business, you’ve just got to keep going back to your systems and looking at how can I refine it?

Sanjeev Sah:

Yeah, that’s right. Yeah. So that’s where I’m currently focusing on because buying properties, easy part for me, I’m good at, there’s no doubt about that. But like how best I can have the right efficiency and help the clients. It’s all about the customer experience, right? So that’s what I learned in my IT also when I was managing the clients like Qantas, Westpac and all those big clients. So now it’s the same thing I’m trying to put in my business as well.

Ben Handler:

Yeah. It’s interesting what we can learn from previous careers or roles or experiences and how transferable that is. When we embark on something different and it’s great to see that when you’re in IT, you’re working with such big clients, like you know, Qantas, uh, some of the big banks and I’m sure you learn so much around communication and around customer service and project management. And it’s such an awesome opportunity to when you create a business to really inject all that skill and energy and the time that you’ve put into so many previous tasks and projects and now injected into your new business. Yeah. I always tell people that I might’ve said this when we first spoke, buying property is one of the easiest parts of the buyer’s agent role. How do you feel about that?

Sanjeev Sah:

Initially, I think I remember when he used to talk about this, I used to say, come on now we’re property buyer’s agent, how can it be? It’s all about property, right? But now I’m realizing that there’s more competent properties, one part, and he’s the easiest part, especially if you’re passionate about it. Um, but then it’s more the business and like how best you can because from, for most of the people, right? Buying a property is going to be the biggest decision and biggest purchase item and it’s a lot of emotion involved. So bringing that experience so that they always remember you and, and the whole goal is to have like, it’s not should because these are just, people are struggling. It’s a bad experience. I see for most of the people because of the hurdles, the strategy, there are so many products talking to the agents, negotiation, due diligence.

Sanjeev Sah:

So if we can bring that experience, I think it no more be like a struggle. Buying property will be fun actually. And that’s what I’m trying to bring in my business model. Like, like all my customers should feel that it’s fun because it’s, it’s, it is a great vehicle to have a passive income for myself. Also, like passionate about the property because I wanted to quit off the job. Nothing that I was, I used to love my job and I was doing good because that’s what I started. And uh, I was doing good like last 14 years at my job. But then one day I realized that it’s not helping me fit my time because I wanted to help my parents back home and those things.

Ben Handler:

Yeah. Very nice. It’s great. And moving on to my next question. You’ve obviously started your business investor’s dream. I’ve been seeing you, you’re doing a lot of purchases for your clients already, so it seems like you’re very busy. What’s the plans over the next, you know, 12 months next year for you or you just looking to keep the business the way it is? Are you looking to expand any, any plans on the horizon?

Sanjeev Sah:

Yeah, no, I think I definitely, so, uh, next for next one year, my goal is to like help around 60, 70 clients. So many of them, five clients a month. Uh, because that’s what the number, I feel like I can comfortably help and then have the system and process build robust. So, and then I’ll look for hiring more people in the business so that maybe I can help more people. That’s the thing.

Ben Handler:

Great. That’s a good goal. 60 to 70 clients next year. From what I’m seeing online with all the purchases you’re doing, I’m sure you’re going to get there very easily.

Sanjeev Sah:

Yeah.

Ben Handler:

And are you purchasing any properties off-market at the moment or is a lot of it on the market?

Sanjeev Sah:

Yeah, so I think, um, most of the purchases are from the market, but there are few coming real good deals off the market because of my relationship with the client. And again, property purchase is all about a relationship like properties. The last thing is like how we deal with the people and how we good with the people. And a lot of my deals come from that also, actually. So one of the recent client I posted on Facebook, it was such a good deal. And, uh, people, people, people contacted me and they ask where it is and all those things. Of course, I’m not gonna share the location and all, but because it’s all about my client privacy, but they saying, ah, maybe it’s, uh, uh, just, uh, uh, not possible and those kinds of things. So I said, no, it’s all possible in the property world because things happen. And, uh, yeah.

 

Ben Handler:

So where can people find you? Sanjeev?

 

Sanjeev Sah,

Uh, people could find me on, um, investorsdream.com.au my website, or on the LinkedIn or even on Facebook.

Ben Handler:

Excellent. Thank you.

Sanjeev is remarkable. His story has really taught me a lot. It’s also inspired me. He’s a very gracious and humble human being who really brings a positive and dynamic infectious energy into what he’s doing every day. And to transition out of an IT  job that he’d been in for 14 years and move into a full-time buyer’s agent role and start his new business is very, very courageous. It’s been a privilege working with Sanjeev. We’ll see you next week for the show.

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What An Entrepreneur’s Life Can Really Give You 🔮

Buyer's Agent

Ben Handler:

So I remember when we first spoke maybe just over 12 months ago and you were looking to transition out of your recruitment manager role and from what I was hearing you, you weren’t sure you wanted to start your own business. You were considering working for another buyer’s agent business. And then I received a call probably six months later. Six weeks later. Yeah. And you’d resigned. Yes. You’d registered your company name, you were building your website. I mean, what happened?

Emily Wallace:

I think, and I can’t pinpoint it down to a moment, but I think in that transition period, so many thoughts went through my head and I’d been so used to being in an employee that my default was to be under somebody else and learn from somebody. And I think even though it’s had its challenges being out of my own, it’s been the best experience personally and professionally. And the defining point is I, I finally backed myself on something and I was happy to go out on my own. And I know when you got the phone call you were quite surprised you. What do you mean? I thought you’re going to work with somebody. Uh, but I’ve learnt so much more. I I believe, I will never know cause I never ended up working with somebody, but I do believe I learned so much more being out of my own. I’ve been able to pull from different people in the industry and take the best parts of everybody and make it my own. So I’m very grateful for that.

Ben Handler:

Welcome to the buyer’s agent Institute show. Our purpose of the show is to bring awareness to buyers agents to bring awareness to the incredible career opportunities that buyers agents are providing to people to bring awareness to the value that buyers agents are providing to people who need help with buying property. Our goal of the show is to really strip back and dive into the stories and the journeys of remarkable buyers agents who are paving the way forward in this incredibly fast growing new career sector in real estate. Today our guest is Emily Wallace. She’s based in Melbourne. She’s been running her buyer’s agent business for 12 months. She came from a background in education and recruitment and post her Lou leading her recruitment business where she became a buyer’s agent, started her business. She’s now started two more businesses and a podcast, which all compliment her core buyer’s agent business.

Ben Handler:

I’ve been watching M’s story and just her journey over the last 12 months. She’s been building an incredible personal brand and obviously all her business brands. But what’s became more apparent is that she’s really building a tribe and a following of people because she’s very prolific online with how she shares content. And I really believe she’s setting the foundation, the benchmark for buyer’s agents across Australia with how they need to show up and push out content online. I’m really excited to introduce Emily today. Welcome M. thank you so much for having me. Thank you. So you came from Melbourne yesterday?

Emily Wallace:

I did. Late last night. We arrived. And what’s happening here is, so I’m here for a few reasons obviously to see yourself and I’m also going to the AMA tonight, which is the mortgage broking awards. Um, Evelyn Clark, who I do the podcast with is nominated for young gun of the year. So supporting her.

Ben Handler:

Awesome. It’s hard right when you’re working for a company and you’ve been conditioned to that employment system to, to, to make that leap

Emily Wallace:

to go out on your own. Right. And I was only in it for three years. I can’t imagine how much someone who’s been, you know, in a nine to five for maybe 20 odd years, how they may be feeling to really back themselves and do it might take them a bit longer. But yeah, definitely I was conditioned and I’m so glad that I’ve broken out of that cause it’s, it’s really fun and exciting and I love each day. Yeah. Nice. And your podcast, what’s that called now? It’s called, I wish I was taught that at school and I think that encapsulates the exact meaning of what we aim to bring. And that’s education that the school system just doesn’t touch on or teach or life skills that you really need to know to get by.

Ben Handler:

Yeah. I love that. And I read an article recently by Matt Barry. He’s the CEO of freelancer. And the article was based around the education system being very ancient and that we don’t need more lawyers and we don’t need more accountants. We need people to really get out there and start companies, solve problems and really do meaningful work and not just be making coffees and you know, doing juices for people with your podcast. So you’re looking to share like key messages around and themes, what we’re not really properly learning when we’re at school.

Emily Wallace

So the PR, the podcast is based on three pillars being property. Given my role, uh, finance cause Evelyn is my cohost and she’s a broker. And the third piece is mindset. And that one I think is actually going to become more apparent and come to the forefront of the podcast as time goes on. Because people love that. They love hearing different ideas, different ways of thinking and definitely promoting that mindset that that school really doesn’t teach you how important it has might’ve been for you with your massive, the little voice in your head that that talks to you. And I know that’s only one piece to mindset, but that whole point of, of backing yourself and having, I wouldn’t necessarily say a positive attitude because I think people go, Oh, you know, you always said positive and happy and that’s great. But I think having a realistic attitude is even more important. Um, and being very, very realistic about your goals, your expectations, that actually creates a positive attitude because you know what you set out to do and you know that it is achievable and realistic. I mentioned earlier that your social presence, it’s [inaudible], it’s very prominent.

Ben Handler:

It’s obviously very consistent. A lot of people are watching you and I believe a lot of your competition that I’ve seen who have been around a lot longer than you, they’re, they’re copying you, which is a compliment. Yeah, sure. I guess you, you speak very well in front of the camera. Did you, were you doing anything prior that set you up to be,

Emily Wallace

a lot of people ask this question. I think people think I’ve been through a training course or I’ve done TV or something and I haven’t, I put it back to the fact I was heavily involved in performing arts when I was younger. So I’m used to compete in singing a Stedford speech and drama. Um, but I really stopped that when I finished school and there’s been a bit of a gap. Um, I never thought that those skills would come through in this way, but I’m so thankful that they have. Um, and that’s probably the only thing I can put it down to. Outside of that, I just talk the same. I’m talking on camera is the same. I talk off camera maybe a little more pronounced in the way I speak, but the content and what I speak and what I say is still all the same.

Emily Wallace:

And I think that’s key. Just being authentic and being new, there’s no point putting on a stage face, you know, and, and being someone on camera and then being a different person offline, you can’t do that. Authenticity is important. Yeah. So have you found a lot of clients organically through your, through your social posting for your buyer’s agent? Yes. Um, a good example of this, if I can share a story with you. Um, I got a message on LinkedIn message from a financial planner who I’ve never met, um, about three weeks ago and he said, I’ve, I’ve seen your content we’ve never met, but you’re going to get a phone call from a client of mine called Vern and he wants to buy a house. And I’ve told him that you need to, you know, use Emily to buy a house. So I get a call from them within 24 hours and he says, Oh, well my financial planner says we should use you so we’re going to use you.

Emily Wallace:

So they were already, so I didn’t have to sell them. I really didn’t have to sell them on the idea of me, the financial planner who had seen my content believed in me enough to back me without even meeting me, um, to his clients. And long story cut short, um, we did buy, I bought without even meeting the clients. I took them out for lunch to celebrate. That was the first time we met face to face. And that right there was like, if I didn’t make video, if I didn’t educate people with expecting nothing in return, but to help people out along their buying journey, then that client never would have been possible. And I think that’s just so powerful and there’s plenty more stories along the way like that where clients have found me through my video content and through my social media, even through Instagram, one client at the moment who’s just signed on is through Instagram.

Emily Wallace:

So, um, I believe I have a bit of an upper hand in that space that I’m really leveraging and as hard as I can. And some people just don’t understand the concept, which is okay. But I really believe in social media as a driver for uncovering the person behind the screen. And as we all know, there’s this haters on social media and you know, it’s got its pros and cons. I saw a post recently from you about, uh, someone who maybe disagreed or was trying to have a dig at you. Uh, how do you typically rebound from that? Because I know it’s everyone online finds it challenging and a lot of people learn to move through it in different ways. What happened in that situation? So my initial reaction was because there always is this, this, um, point about my age and about that I look young and, Oh, you’re only 26, how can you be doing all this?

Emily Wallace:

And I actually speak it a lot to Evelyn about this and she’s been a great support person cause she gets the same. And I think I’ve never seen my age as a barrier or the way I look as a barrier when it brought up as a comment in hate. I kind of, there’s a couple of pieces to it. My first thought is that person must be very unhappy with themselves if they’ve got time to put me down. Um, the other piece is do they wish that they were like that? Do they, um, are they unhappy with where they are and do they really feel the need to take it out on someone just because they look a certain way? If we picked people and their professions based on the way they looked, right. If you didn’t like them, you’re going to pick a heart surgeon based on the way they look.

Emily Wallace:

I don’t think so. Like you’re going to pick them based on their skill set and, and your alignment with them. So those hateful comments. Yes. Initially I’d be lying if it didn’t take a bit of a stab. Like when you first read it, it’s like, Oh, how could someone be so mean? But then the second part of me just laughed and use it as motivation to go, well, look at me now. You know, I think and that pushing forward, I’m going to keep going forward. Um, is, is really key. Yeah. I admired the way you dealt with that because I resonated with that situation because I had a similar experience when I started my buyers as your business in my early twenties. Yes. There’s this thing in Australia where they just want to know how old you are and what you’ve done. God, if you don’t mind me asking how old you are, how old are you?

Emily Wallace:

It’s like I don’t actually reverse it. Right. I don’t go to someone go, Oh you look like you might be about 50 50 no, we don’t say that. So why is it okay to say it to the younger generation? And it’s actually rude to say it to the older generation. Like how is that? That’s just not a fair balance is it? It doesn’t stack up. And John McGraw I’m in, but I read once, he said if you’re good enough, you’re old enough. And in America instead of asking you how old someone is, if they’re doing something good, they want to know how you’re doing it. Yes. They just want to know how you’re doing that. Which is the important question. That’s such an important question to be asking. So I just really admire it because I mean it’s, it is difficult online trying to move through all the people who are jealous or envious.

Emily Wallace:

And I don’t know, I just see a lot of it online and just, it’s challenging. Yeah. But would they say it to my face? Probably not. So I think at the end of the day, online is a buffer for people to put out the hate they want to put out. And that’s fine. But I know they’d probably never say it to my face and that just kind of makes it, you know, the point that it doesn’t really matter. How does your day look like now you’re running three businesses, you’re running a podcast, your, you’re in startup phases. How’s it like what do you, my days are crazy and my days are great though. A lot of it, there’s always an element of networking somewhere, whether that be a face to face event or a one to one coffee with someone that’s found me on LinkedIn and we’ve connected and we’re taking it offline.

Emily Wallace:

Always a meeting of some kind. I don’t think I’ve ever had a day where I’m just in the office. Um, then also obviously inspections for clients. Um, video, content planning and um, and prospecting, you know, outbound. You can’t have a pipeline that’s full and go and bank on it. Um, and not be generating more relationships with other referral partners, um, that you’re happy to work with and be aligned with or um, that video content that keeps me front of mind and a lot of people’s feed so you can’t let the ball drop. Cause as soon as you do, your competitor comes in over the top. And I love that. I love that. I’m not competitive by nature in terms of, you know, and it was never competitive with sport or anything like that, but I’m competitive with myself and I know that I want to set the benchmark of what level of content I’m putting out and how that generates business for me. So that’s always in my day in some way, shape or form.

Ben Handler:

Well, you’re executing on that. I mean I mentioned at the beginning of the introduction that you are, I believe setting the benchmark of how people in the buyer’s agent sector need to push out content. Yes, yes. The message and the communication and what they’re actually sharing because it needs to be relevant. The information that people share. Yes. Yeah. And I mean you mentioned prospecting earlier about pipeline.

Emily Wallace:

How important is prospecting for the buyer’s agent? It’s massive. You really, you can’t bank on until it’s signed with a client. Because think about it when someone’s going to buy a property and the thought is there, they might not be ready to buy right there. And then, so the conversations, I mean my pipeline, sometimes there’s people I’ve had a conversation with actually what I had in January and we only bought in August because they didn’t have everything lined up. So the prospecting piece of your mortgage brokers, lawyers, financial planners, those relationships to continue those, it’s like if you look at spreading them across 10, if one dropped off, and I actually learned this at a recent like convention I went to, if you had 10 partners and one of them dropped off, what does that mean from an income point of view? So keep spreading your eggs wide because you can’t bank on one or two or three.

Emily Wallace:

You got to have 10 at least. So that’s my continual. Um, it’s didn’t make sure I’ve got those people in place and I maintain those relationships authentically. How, how’s it been going? Developing relationships with real estate agents. What I found from meeting many, many real estate agents is there’s a, it’s kind of two types in it and I don’t want to, I have really good relationships with agents, but I’ve found is when I look to work together, there’s one half that would like to do it from a transactional point of view. And there’s one half you want to do it for the greater good for the buyers. And I love working with those greater good people because they will send people to me because they’ve seen them at five or six open homes. They’re not getting anywhere. They know they need my help and they hand over a name and number and they say, M just do a good job.

Emily Wallace:

You know, and I hope what goes around comes around and the next listing will come, you know, from you when, you know, when you have it for me. So I love that. And, uh, without being, this is kind of a bit ironic, but without being ageist, I’ve actually found it to the younger agents who are more willing to do that education piece and happy to help, um, buyers in that pocket. And they know when they’re out of their depth and they’re happy to hand them onto an agent, a buyer’s agent. The gen Y is spreading the love, spreading the love. Why not? I, from what I understood, I mean, I had an office in, in Albert Park at one stage in Melbourne, and

Ben Handler:

we, from what we understood in the Melbourne market, it was much more difficult than Sydney to get referrals from real estate agents. So it’s great to hear that you’re getting referrals

Emily Wallace:

from real estate agents. Yeah, I am. I’m not, I wouldn’t say they’re my main lead source by any means. Mortgage brokers and financial planners are my key. And my own content is, is actually probably King of, of all. Um, but yeah, the real estate agents who, who get it and they understand and they’re, they know their job is to sell and my job is to buy. They actually, they’re great partners to work with.

Ben Handler:

What do you love about, I mean, you’re running multiple businesses. Like what do you love about being out of the employment world and running a business?

Emily Wallace:

Uh, I have choice, a lot of choice now. I don’t work any, I don’t work less. I work almost double in terms of my output. Um, but that reward is 100% mean. I’m not working for the man or you know, giving it to someone else in a higher up that may or may not appreciate my work. I appreciate what I do and it comes back to me full circle. So I think that the choice in my output, creating my lifestyle and what I want to achieve is, is being really key. But also like the networking piece. I didn’t know how much I would love networking. I love going to events and talking to people and meeting new people. And also the best part of it is seeing how I can introduce them to more people. Most of the time I’ll say, you know, I’ll learn about their business. Who’s the referral partners? Who do you work with the most and then see if I have someone I can intro them to. And I love that. I really do. Um, I think as a whole business in itself. But uh, yeah, I think the, the social aspect of, of business and being with likeminded people, it’s been very enlightening. Yeah. And I’m sure your brains

Ben Handler:

moving 24 hours a day, how do you switch off?

Emily Wallace:

Uh, it’s a challenge. I won’t lie. Switching off is like the moment I wake up it’s like I can ready to go. Um, so I’ve, I walk a lot. Um, I’ve definitely walk every day. Um, and in that I’m kind of listening to music or a podcast and I do slowly like switch off thoughts will come and go, but I slowly switch off. Um, I also go to the pool, I’m in st Kilda and just sit in the hot seat, Barb’s down there and just sort of quite close my eyes and switch off. Um, people keep telling me I need to try meditation and I’m sure you would tell me that too, cause I know you’re big on it. Um, I will get there baby steps. Um, but that’s probably my key. Walking and, and being sort of calm in the pool when it in a hot pool was really nice

Ben Handler:

from my experience running businesses when I started my first business, I F F I went through a very deep transformation of, of growing personally and professionally. Have you found, since you’ve exited the corporate world and now embarked on your entrepreneurial journey, have you gone through a similar style of

Emily Wallace:

yes, and I think the biggest reflection of that is who I choose to associate myself with now. So I think I have, I definitely have changed, not morally or fundamentally, but my, where my mind goes to and what’s possible is definitely changed to the point where I’m frustrated probably is not the right word, but I find it hard to understand others who don’t think that way. I have a level of empathy, but probably not as high as as ovens would. Um, when people think that things aren’t possible or, um, or don’t think in the same mindset as me, I don’t mind spending time with them, but I know that there’s a limited amount of conversation that’s held and I’d rather be with people who think similar to the way I do. I call them energy vampires. Like the way, the way that I look at my days, I’ve, it’s like a bar on your phone.

Emily Wallace:

Yes, yes, your energy just goes, but if you’re hanging around the wrong style of people who are sucking your energy, it depletes it and then it doesn’t help your, your output in the day. Are you selective with who you spend time with? I would say in the last three to six months I’ve been more selective. I didn’t realize, um, I probably didn’t have that level of awareness prior and I would just say yes to catching up with anybody and, you know, friends or professionals. Um, now I’m very, um, aware of, of what that means and if I am spending time with someone who, who is sort of at a certain level of mindset where they want to be, I actually go into that knowing that’s how the conversation’s going to be and I’m okay with that. Um, I think you need that. You can’t always be on, right.

Emily Wallace:

You need those people who are your friends who are, um, happy to work a nine to five and they’re happy to do their bit and away they go. Um, but yeah, I am a bit more selective and aware of where my time goes and who and who I’m spending it with. Yeah, it’s important. Did you buy a property last week for clients? I did. How was that experience? So that was a great one cause we bought it before auction, um, and Melbourne auctions right now. So we’re filming in October of 2019. Um, the auction clearance rates are really up. Um, and the competition, like I went to one where there was eight different bidders for one property. I’m like, geez, they’re all preapproved for finance. Like, this is crazy. So I knew when I found this property we had to buy it before auction and it’s the first one I’ve purchased prior to auction for a client and that was great.

Emily Wallace:

The agent was wrapped, the vendor was wrapped and my clients are so happy. Um, so yeah, that was really, really cool putting the sold sticker up. So always good fun. And um, they’re really, really happy with her as though it’s good pre auction. I know Melbourne’s a very auction orientated style of market. Well they love a show down there. Right? They love, they love the show, but I get it. You put it in a competitive arena, you get the highest price and at least the vendor knows, they really put it to market and really tested it well. Yeah. So I get that. But we were fortunate to be able to purchase this one prior. What I loved around when I was acting as a buyer’s agent representing clients is, is that joy when you buy for a client, the post buying that. Yeah. Experience.

Emily Wallace:

Like do you, have you found, yeah. I’ll never forget. There was this one client who was a very lengthy transaction and it was a single mum with three kids and she enlisted my help and it was a sale with the bank involved. And I got the phone call. I said, I gave them a deadline. It’s like this is the final deadline, 4:00 PM Friday. And I was at the Mazda, um, service centre waiting for my car to be serviced at at three o’clock, I got a call and it was, you know, you’ve got, you’ve got the property office been accepted. And I remember I just went and knew and everyone was like, what is that girl doing? I was so excited. I started crying. Then I called the client, she started crying. Um, it’s such a life changing moment and it’s the single biggest investment that people make in their life most of the time is the purchase of their own home.

Emily Wallace:

So I never take that for granted that I’m part of that and I’m honoured. People still send me pictures of, you know, the furniture being moved in or the bathroom renovations and what things look like. It’s a really, I underestimated how much you are a part of that and become part of their, their big step in life. And they love telling you all about it post-purchase. And that’s great. I really enjoy it. And it’s amazing how like advisers we build these like longterm relationships with the client. Yes. They, they move beyond the transaction. Right? They do, they do. Like they become like friends, you know, and I’d happily go and have lunch or a coffee with multiple clients that I’ve helped. So, um, that’s something I never expected, but it’s been a nice surprise. Nice. And why are all your clients that have engaged you typically, what problems are you solving for them?

Emily Wallace:

I think the biggest thing is a couple of different parts to it. One of them with the people I’ve helped that have been on their own, um, so perhaps they’ve come out of divorce or they are, um, purchasing their first home on their own. They really need, um, handholding through that process. They do and they need someone who knows the market. Keep in mind a buyers entering at a certain point in time of the market, whereas we’re transacting in it every day, every week. So we understand it. That lack of knowledge that you can help make up and bring them up to speed quite quickly is very beneficial. Obviously time saving time is a massive component of it, uh, particularly for for workers, uh, and saving them money so they’re not overpaying because quote ranges at the moment and understanding what a quote range actually means and really doing analysis on comparable sales.

Emily Wallace:

They don’t understand it enough to do it themselves. They could try, but I’m not sure they’ve got the same would get the same result. So time, money, research and reassurance. Um, uh, probably some of the key things I’ve found that people engage me for and there are big parts, massive parts. Yeah. And it’s just scary to think before I started my buys edge business 10 years ago, that all these buyers are doing it themselves, up against real estate agents who work for the seller. It baffles me. And the explanation I’ve started to give to people is I say, you wouldn’t go into a car into court with a victim and offender with only the offender having representation. Would you? And people go, Oh yeah, that makes a lot of sense. So why would you buy a house when the vendor’s representative and you’re not? And the penny drops.

Emily Wallace:

You can actually see, I was telling the Uber driver actually about this and Oh yeah, that makes so much sense. And it’s true. And I do think it will become the, the way that we do real estate over time. And I’m so glad I’ve entered it at a point where it’s still growing very, very much growing. Um, but I would like to help in level that playing field by the time I’ve finished an industry, make it more even. It’s great. And I mean, that’s, that’s the purpose of this show. It’s really just to spread that awareness to people around a, the value that buys and is actually provide and be the actual career opportunity of, of becoming a buyer’s agent. There’s so much opportunity. There’s plenty. We haven’t even scratched the surface. There are so many. If every mortgage broker in Australia was aligned with an advocate, can you imagine like it’s just crazy, or even every, there’s 65,000 real estate agents.

Emily Wallace:

Why are they not all aligned with a buyer’s advocate? I don’t know. It’s crazy. I mean, it doesn’t make sense and people will watch this back in like 10 years time back. They were right. We were right. We’re gonna start to finish up now as I guess a final question for you. I mean, seeing the 12 months and what you’ve accomplished has been, it’s been incredible. Yeah. Especially just the different style of businesses that you’ve set up. What is the plan for you over the knee? I mean, I’m, I’m excited to see what’s going to come to you for the next 12 months. So you just going to consolidate and work on your businesses or what do you, yeah, I think three is enough for now. Three. Three in a podcast is enough. Always thinking of new business ideas and there’s so many things that go on on my, in my head.

Emily Wallace:

I need to really bring in that control and um, and be focused. My goal is very much around, um, building out the buying coach business, which is the online learning platform to make that, um, quite scalable and uh, Australia wide, that’s, that’s the next sort of, um, year to three year plan with that. Um, my full service offering is to continue to have quality clients that really want to work with me and I want to work with them and, and get some great results. And for the LinkedIn and education business is to be in more corporate environments and be the GoTo trainer for content on LinkedIn to help drive sales for businesses no matter what size they are. So across all that, um, I think education is the fundamental and if I remain in that through the growth period of all businesses, I think there’ll be longstanding.

Emily Wallace:

Um, and obviously I’ll be recruiting some staff at some point too. So having staff on board is a, is a new challenge, a new experience and I can’t wait to learn more through that journey as well cause it’s going to be really exciting. That’s incredible. I mean you mentioned two words, you said education and recruitment and you studied education, you came from a recruiting role, so you’re going to leverage that now and yeah, and the recruitment piece, I didn’t know how to recruit so um, yes, but the pressure’s on for your own business cause you don’t want to make a mistake. So that’s right. Before we close up, where can people find you with these three businesses and your podcasts? Certainly. So LinkedIn is probably the most obvious one for professionals. So Emily Wallace, um, my Instagram, if you want behind the scenes of my day, which I do give a lot of, uh, is Emily_Wallace_ BA for buyer’s advocate.

Emily Wallace:

Uh, and yeah, between those two platforms, um, we also promote the podcast on both, but the podcast is called, I wish I was taught that at school and that’s across all the major, you know, Apple, Spotify. Oh, the major ones where you’d find podcasts. I love the name. I wish I was taught that at school. How many times do you hear people say that though? In conversation. Right. All the time.

 

Ben Handler:

We’re going to close up now, I would highly recommend that you check out and look into Emily’s respective businesses. She’s really paving a new way with how entrepreneurs and new business owners should be doing things, and especially in the real estate space as a buyer’s agent, I really think she’s leading the trend in the content producing format that she’s putting out online. So please check her out. We’ll see you next week.

Please watch the full episode here:

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Arjun Paliwal’s Transformation

Helping changing other people's lives

Below you will find the conversation between Ben Handler and Arjun Paliwal for the Buyer’s Agent Institute Show

Ben Handler:

So, whereabouts are you investing at the moment?

Arjun Paliwal:

Across the country really. Pretty much all States outside of Northern territory and reviewing, you know, parts of Brisbane, Adelaide, some parts of Sydney commercial, residential, and if you made your regional markets as well.

Ben Handler:

Welcome back to the buyer’s agent Institute show. I’m your host Ben handler. Today we have the privilege of our Arjun Paliwal joining us. He started a company called InvestorKit based in Sydney. It’s a national investment company. He’s built that company into an incredible company over the last 13 months. And today we’re going to dive into learning more about his journey. Welcome Arjun.

Arjun Paliwal:

Hey Ben. Thanks for having me.

Ben Handler:

You’re welcome. And before you obviously started your business, you were in the corporate game CBA. How long were you in that game for?

Arjun Paliwal:

Well I actually moved over from New Zealand what, nine years ago. And CBA itself was seven of those nine years. So straight into it.

Ben Handler:

Nice. And before CBA I hear you’re a dancer or..

Arjun Paliwal:

Yeah, look, I was into a bunch of things. So, funny enough when I moved over from New Zealand to here, I had a few mutual friends that were connected from New Zealand, Australia. They were into dancing and that led to a lot of cool stuff like the people I was dancing with. We’ve got to do some, you know, curtain raises for justice crew and we were able to, you know, dance around, get paid for some of it as well. And it was just that study, you know, play a bit of basketball and I didn’t really imagine all of this happening from the end. But yeah, that’s where it all started dancing.

Ben Handler:

Nice. What, were there any skills from that dancing time that you’ve been able to transfer into what you’re doing now?

Arjun Paliwal:

I definitely say routine, practice, action, make mistakes, get back up. Like in dancing. You make a lot of mistakes and from a routine that you practice again and again, I’m even bath basketball, which is another massive hobby. You miss a lot of shots. I still miss a lot of shots even now cause I’m not brushed up as they used to be. But from that, that whole no fear of making a mistake because you just got to keep practicing something until you can get it right. I think that’s the most transferable skill and as a result of practice comes discipline, just really getting that right.

Ben Handler:

That’s right. And property is your hobby. Would you say?

Arjun Paliwal:

Oh, it’s a hobby, passion and just so much more.

Ben Handler:

Running your BA business has that, does that feel like work for you?

Arjun Paliwal:

Not at all really for work, I think it’s a bit of an overused word. I just don’t resonate with that word. I just don’t feel it. What I do now is making relationships with people, helping them out with goals that they’re looking to achieve and feeling like I am in a position to help them because of my own personal experience as well as how engulf I am with what I’m doing every day. And that’s where the BA is just a label for this business. But really it’s just helping people kick some pretty cool goals.

Ben Handler:

You seem like a, I mean, I’ve watched your journey over 13 months or 15 or 14 or however long it’s been. It’s around that time. It’s been a remarkable journey. You’ve grown very quickly. It seems like you’ve got that natural entrepreneurial blood.

Arjun Paliwal:

Yeah, I mean I’m, I’m, I pinch myself every day, like with how fast it’s grown and what’s happened. It’s not like this is my fifth or sixth business deep. This is my first business. Right. but what I feel that I, I guess enjoy the most out of this growth or this entrepreneurship journey has just been having a group of people around me, mentors like yourself, and just people that I can reflect off of. Because whilst it’s a, you know, a new business for me, it’s not a new concept. It’s not a new, you know, thing that has never been done and, and success leaves those trails. And I think from that, whilst I can say that, yeah, cool. It’s gone really well in the first year. It’s not just because of me, it’s because there’s people out there, they’ve done well, like yourself and, and a few others. And I’m just picking out what’s worked and really applying it every day.

Ben Handler:

How important is it to surround yourself with the right people? How important has it been for you since starting your new business? To surround yourself with the right people?

Arjun Paliwal:

Yeah, look at critical mindsets, everything, and I know it’s an overused word a little bit, but I don’t mean mindset in terms of, you know, having certain things that you do to condition the mind or, or what you eat or all that. Like those are important. But what I mean by mindset in its greatest form to me is just the words that come out of the mouth of people around you. Like that is everything. Like if you really think about it, like our whole day is speaking and listening, speaking in this thing, speaking, listening, and by just changing the people around you of who listens in what they say. That’s what’s been super important in this journey. So having those people around you from, yes, you can do that. I used to do this, I’ve done this.

Have you tried this? Rather than, Oh, I’m not sure about that. I don’t think they’ll work and, and it’s crazy. I think most of the people who come up with ideas or thoughts or how they can help people or how they can help or start a business or what they should do. Most of the problem is that people speak it out to the wrong people and then that just kills everything because the responses to it kill your minds. I think to answer your question, it’s the most important because having these people around me has made me just continually speak what’s on my mind, this growth journey and it’s all going really well.

Ben Handler:

I blasted a post, I think yesterday or the day before, recognizing you for what you’ve done and listening you, you’re, you’re, you’re a phenomenal listener. You’re someone who, you listen with intent and then you actually go and execute and some people don’t do the listening, but they execute somehow and it goes wrong. Or some people listen but they can’t execute. Have you always been someone who has been curious about what other people do or just your learning and you’ve always been a good listener or is this something you developed over the last few years?

Arjun Paliwal:

Does definitely developed throughout my banking career. Really started there. I always used to ask myself, there’s a thousand plus branch managers in this one bank I worked for. Why is this happening to me? Like why is this all going so well? And I, I found there was one key difference people don’t realize in that industry, and even in the buyer’s agent industry, when you’re buying property for people who are in the banking space doing loans, there are some very successful people that walk through the doors. Too often you get focused on your internal organization, the next general manager, the next executive, you know, she’s really good at that. He’s really good at that, the CEO. But you don’t realize that there are multiple CEOs walk into your business every day, multiple people who’ve had it all go wrong and had it all go right. That was the game changer. Listening to customers, hearing their stories, not just realizing there’s a deal to be done here that’s going to happen. People don’t walk to your door in the bank just to ask what the time is or how’s your day been? They walk in with a purpose of can you help me with this or I’m thinking about this. So I always anticipated the deal was going to happen of some sort. Just cater it to them. But the main thing was they have to disclose everything. I’m in a role where people have to tell you what they have, what they spend, what they earn, what’s wrong with asking that question of how did you get there, where did it all start for you?

And so that started with me. I have customers coming in and I just was curious, very, very curious. Stories. What are they, how do they, how do they lose everything? Like when they’re coming to discharge their home cause they had a distress out. How did it happen? How did it get to that point? When they’re coming to buy multiple properties and it’s their 10th 15th to 20th when someone in flip flops comes in and they’ve got 15 20 million in assets and they’re, you know, just scruffy and this and that. Like that doesn’t have to look the piece right. It just through all these judgmental is that in my way. And that’s when it changed for me just asking people about how they did something, how something went well, went wrong, and just listen to their stories and, and I think I just took that on from banking to now property and just, I’ll never let go that.

I’ll just always ask questions. It’s just, I don’t consider myself someone who goes to innovate or find the next coolest idea. I just am someone who goes, how did you do it? What did you do? Why did you do it? What was the purpose? Who was helped along the way? What was the mistakes made? And just go do it. Like it doesn’t have to be that hard.

Ben Handler:

Yeah. I admire you for your curiosity. It’s a, it’s a skill that it’s a skill that, or it’s a talent. It’s, it’s something that not everyone has a lot of people like to talk. You know, we’ve got two ears and one mouth for a reason. However, a lot of people prefer to talk as opposed to listen and also as you get curious around if you’ve got these customers coming in who are ultra successful or how did you get all those properties and why did you fail and you’re already curious at that stage so that that’s awesome.

I know what it’s like leaving the corporate world you stuck with you. I feel like you’re in a, it can be in a very closed circle environment and it limits you with understanding, well this is my perspective. It can limit you from understanding what is capable in the real world to what you can actually do and create. And I know the feeling of when you leave the corporate world and you start your own business, the positive emotion that gets triggered, like liberation, freedom, creativity. You feel empowered when you started InvestorKit, like how did you feel when you started to get a bit of traction coming from that corporate world? What was going on for you?

Arjun Paliwal:

The first feeling that was going through my mind was responsibility. Like I felt a huge positive weight on the shoulders. And, and what it was was there were people coming in and they were always doing that in the banking space, but when it was your own, your own brand, you people coming in and trusting you with everything to help them out. And that was a really special feeling for me. And off the back of that, I just realized the more and more I did that, the more and more I could help people, the scale that I could apply, the people that could help, that responsibility starts with that feeling. But then it turns into an outcome for them. They’ve achieved something, whether it’s the first or the next investment and the wealth that’s being created. And so for me, that’s where it started, that feeling of just that positive feeling of responsibility in a good way.

And then from there going to, you know, through scaling this and, and helping more people, you’re making huge differences to people’s lives. Like they’re trusting you with a massive financial decision here and if and should that all go well makes a huge difference to what they can do as a result of it all. So that was my first feeling.

Ben Handler:

What, why do you get out of bed each day at the moment? What is really what is really driving you to, to build your business and the journey you’re going on.

Arjun Paliwal:

At first it wasn’t as clear because I just want to just help people. And as a result of helping people, you’re also helping yourself. Like that was the first thought. But when, you know, some of my team started building out, that’s when it really hit me. And I’ll give you the example of one of the team members.

I actually grew up with him back in New Zealand. He found his way over here to Australia. And funny story is that his mum and my mum were also very close friends to a level where they’re so close that he was named after my name and we share the same name. It’s very corny. Now pass that story and him working in the team. What hit me was as a result of helping a customer, I’ve been able to, or multiple customers, I’ve been able to get the business to a stage where I’ve helped someone who’s grown up with me to have employment, to be in the industry, to go and achieve some of the goals they’ve had, and these little things started making huge differences to me mentally, like just a couple of customers. My first 13 months has helped multiple people gain employment and my team has made differences to their lives and their family’s lives has made differences to the customers that I’m helping with their mindset and the wealth they’re creating and as a reward. There’s also a difference made to my life, but that’s now the triggering effect. The scale that I want to achieve is the same way I helped a family friend just transformed their life and where they’re going. Other staff members in my team, customers where they’re going, I just want to do more of that. And the end result is sure, there’s also a reward for the company, a reward for us as a result. But being rewarded for helping people. There’s nothing, nothing wrong with that. So I think really that’s where now it gets me up every day. I’m helping people create wealth, creating jobs. I’m impacting multiple people and I’m also impacting me, my family as a result of it. So that’s, that’s where now I get up and massive purpose.

Ben Handler:

That’s respect your, you’re creating profound transformation externally to customers. You’re creating job opportunities for, for people that are very close to you. And I’ll see obviously people who aren’t, but you’re just, you’re creating, I think all round transformation for people now intrinsically and externally. That’s powerful.

Arjun Paliwal:

Yeah. And I think whilst that’s also very replicable in the corporate world from the organizations you work with and what the organizations do, having that control, having the full impact of it passed on by you, and having the choice of who gets impacted along the way and making changes immediately. Not running through barriers like if I can recall, just one thing that made me really excited was I, I had a customer, “tell me a couple of months ago, I love the process. It was fantastic Arjun, but there are too many emails and I was like, wait, but doesn’t want everyone want a bunch of emails” to make them feel like this person’s working hard and doing everything for them.

Having the whole life out source of property. But he hit me in a really smart way, which was like, well, there’s ways to optimize communication here. I would’ve gone through 20 deep barriers through 20 layers of management to share my suggestion to convince a hundred stakeholders and a massive firm and then probably have a, a roadblock of million. It’s going to cost millions of dollars to apply the solution, cause the scale and then go back to my, you know, cubby hole in this little cubicle and go, I can’t do that onto the next thing that that’s important to them. Like that’s wasn’t the case. I went back, I invested lots of money, lots of time in building out systems and optimizations and my processes. So now customers can condense all their emails in one notification, depending on how they want it. You want it to be five minutes, 12 hours every day.

You want to see the whole process map data hit a time. So you might not even need emails like these little things. That’s, that’s something that like, you know, you can just take on feedback and make a difference in your business and do it now.

Ben Handler:

Yeah. And you obviously care about it. You are there to refine your systems and processes, get feedback from your customers and you’re there to just create a better experience for them, which is, which is very evident and you’re one of the very few people that I see who heavily invests, especially in year one into the business and you’re so focused on reinvesting into the business and that’s why you’re, I think you also growing such an exception, exceptionally fast growing business. Are you in the game? Would you see yourself in the game of buying property or your in the game of business

Arjun Paliwal:

Business and that business just makes a bunch of impacts in different ways.

Jobs, property, confidence with their journey. Like you can imagine someone not from a show off lens but from a confidence lens, you’ve never owned an asset before. You’ve wished how this could be a part of your journey and then all of a sudden someone’s helped you buy two or three. What does that do to your financial confidence? What does that lead to so much other parts of your life knowing that when you go out to dinner you, it’s okay cause you’ve done a whole bunch of things for yourself. Right? Like just a little thing. So and, and this property business is just a tool that I feel that my skill set lies in. I feel that my confidence lies in, I feel that my ability to add value lies in and that’s what I think everyone needs to find. Like if property is your skillset or you know, if, if these things are inspired, you know, you enjoy, you’re motivated by it.

Like this business part is really what it’s all about and this is just a tool and that tool of properties, what I feel, you know, confident in and motivated in and that’s what I’m doing.

Ben Handler:

Yeah. It’s buying properties. Just the byproduct of, of running a business. Right. What have you learned about yourself in the last 14 months running a business? Because I know from experience running businesses, it’s an incredible opportunity to go introspective self-awareness hopefully expands professionally and personally. Transformation typically occurs. What have you really learned about yourself over the last 14 months? Going through all the challenges and opportunities that you’ve been working through?

Arjun Paliwal:

What I’ve learned about myself is I found a new gear. Like, you know, you’re, you’re in fifth speed and then the sixth speed comes out of nowhere and you’ve got this, you know, new, new, new powers or skills or, or so forth.

And what I’m referring to with that example is that I thought that my limits, what I could do in certain times, how much of a service I could provide, it would look like this with going into business. Like, it’s not to say you don’t care about whatever job you’re in. People work hard all across the different jobs that are out there, but every day when it’s your name, your reputation, you know, your image that is on the line with each and every customer. I found the sixth gear, what I can do for them, how much I can help. And I’ve really found that like what I thought I could do and I, and I mean in terms of things I could do in a day, what I could, you know, achieve personally, achieve for others. It’s just in new levels as a result of being in business.

And I think that sixth gear is something that I can now try. And what I’m trying to do now is apply it to different parts of life. I haven’t successfully applied to all parts of my life, but I know that with this new found motivation, like I can, I can apply it in different ways.

Ben Handler:

Do you acknowledge yourself for, for what you’ve done over the last 14 months?

Arjun Paliwal:

No, I don’t think so. I don’t think I do it enough. But I think people around you can really shape that. Sometimes I’ll be honest, like in, in, in business, you can, you can feel like nothing’s happening like everyday, sometimes only because of how invested you are in it. Like the, the downside of that becomes that you want to do so much more because you’ve seen that in such a short time you’ve made such a difference and you never look back, celebrate, reflect you know, pinch yourself or anything.

But that doesn’t ever happen sometimes. But I think, you know, having my family, my wife, my friends, my clients, mentors that has helped me recognize and, and really start to think, yeah, look, I mean there are differences being made. There is an improvement being made because sometimes that’s probably the trap that business owners can fall in. You’re in such a state of improvement all the time that you never look back and go, hold on a minute. Like, I was just trying to see who I could help in my first few months, like 13 months ago. And, and trying to get them to understand how I can help to now, like it’s just a whole different thing. So yeah, I don’t think I do it enough, but I think I’ve got people around me that helped me sort of do it.

Ben Handler:

Did you ever think your business in that first 12 months would grow the way it did?

I mean you, you jumped straight in deep into the six figure Mark. Like did you think it was going to go that way? Genuinely?

Arjun Paliwal:

Goals, yes. But you know how sometimes you can just set these goals just because you think you’re, you know, you think you are like inspired, motivated. Like I know those first steps of starting with goals, I set some pretty decent ones. But on the back end you can know that’s fake. Like you just know you’re setting them and you’re like, yeah, ah, I want to help this many people. I want to do this. And, and you know, you don’t believe in it. So I genuinely didn’t believe in it, but I felt like spoken initially, but I didn’t believe that I could achieve that. And so I was surprised and I still am surprised when I look back. Last one months I was like, okay, this can happen and you can achieve this next phase.

So this next 12 months ahead, I’m renewing my confidence even more about what I’m going to set, what I can do rather than just saying that, but then not really feeling it as much as I’m saying it.

Ben Handler:

And I’m assuming your new goals are, they’re going to be large because you’ve had such an incredible first 12 months that you’re your second calendar year or financial year, however you’re measuring it’s going to be, it’s going to be a big one.

Arjun Paliwal:

Yeah, definitely. And in all aspects, the team that I want to build, the number of customers lives that I want to impact the people I want to help see, you know, what a buyer’s agent can do for them from a residential property and also the transition from many residential investors into commercial property. Like just across all of these things together. I definitely feel that the seed gets far bigger.

Because of that renewed confidence for my first year.

Ben Handler:

Why do you think there has, there’s not a lot of buyer’s agents in Australia. I know you’re new to the sector.

Arjun Paliwal:

I think it starts with a personal belief that why would someone pay someone else to do something for you? And being property is specifically, but so many parts of our lives are outsourced today. Like you’re doing it every day. When you go from meal, it’s a, a restaurant or chef buyer’s agents, right? Like, you know, they’re, they’re helping you get that meal that you want to buy, right? When you go down to the, to grab a car, like, like Uber or a taxi, like someone’s driving you around, like this whole outsource our life or parts of our life is happening everyday at different levels of scale for different tasks. And it’s just about time that people realize that the importance of outsourcing property it can impact your life in terms of time with family, time with friends.

It can impact your life financially by making decisions without as much of a deep dive of knowledge about it. You can, you know, rush decisions because of that. Feel like you’ve been missing out so for so long and you’re, you know, you’re really sick of it and you rushed decisions. Sometimes you’re can be higher levels of stress cause you keep worrying if you’re buying the right one or the wrong one. There’s so many things, right? Like there’s so much, there’s a problem out there today that there’s too much information. Information overload is a huge problem. It’s caused many of my clients who’ve shared their stories to not make any decisions for years and years and years on end. It’s caused many people to believe one thing than see another and then now believe that second thing and then not believe the first thing.

Right. I, where I, it hit me hard was when I was, you know, finishing my MBA, I actually tested this theory in my MBA. I had, I had a topic and in this one topic I wrote an assignment that went in this direction saying that X was incorrect and here’s why. With references. Then the same topic in my exam, I went in the other direction that X was Y is incorrect. And here’s why. Both passed for the same concept, same concept. And that just made me realize that information, there’s a problem with information. Like you can have references, you can find what you want to believe and create a story of what you want to believe. Right. to the extremes around earth, flat earth, right?

Like like even though it’s silly, but like people genuinely believe it.

The stop and have research associated with it and that’s a massive problem with property. Or you can’t get cashflow if you want capital growth or you can’t get capital growth if you want cashflow. And then there’s all these people I see from my banking career doing both and I literally see it. I’m like, whitewash what? What do you mean? And so that’s, that’s where you know, coming back to this journey, like that’s, that’s where it’s all sort of come together.

Ben Handler:

It’s incredible. And you’re right. I mean they’re there. We’re living in an information overloaded world right now and it’s getting worse and it’s overwhelming. You know, if you want to, if you’re a punter out there trying to understand where to buy property, I mean it could be too, too overwhelming. And so a buyer’s agent is just going to make a concise, digestible, clear, defined strategy. This is what we do, which is a big value add ride in this information overloaded world. I mean, we could sit here for days, I mean I could sit here for days and you just picking up and learning around what you’re up to and the journey you’re on because it’s inspiring. And I think for people listening to this who are maybe in the employment world, it’s change is hard, right? I think in all aspects of our lives, we don’t typically like change as human beings. We like to be get complacent with what we’re doing. Was getting out of the the corporate world and running your own business a significant milestone in your life?

Arjun Paliwal:

It actually takes me back to this story in primary school and everyone was dressing up for what they wanted to be in and do. People came in like police officers, uniform the fireman, doctor, all this stuff. And that was really cool. I came in with hair slicked back, like I was Draco Malfoy.

I came in on a little bit of a suit this little six-seven year-old and, and I said, I want to run my own business someday. So it started from there. But you get into the race of, and look, I will never say that race or things like that. The corporate world wasn’t a core part of it. I mean, you know, Jack Ma, perfect example talks about people jumping into the world of big businesses, the operational processes, our systems, you know, to run a business at that scale, like that’s valuable skills to service an at a high quality of service, create organization culture you know, and deliver a service level with such consistency across thousands of people. Like he, he talks about the importance of working in that sort of space. And then he also talks about the importance of working in small companies to have that dream, to have that vision, not just a dream and a vision that every big company slaps on a billboard, but the real stuff where they actually work to it every day and they’re trying to actually see them astronomical changes and that small business.

So that was super important, the big company, but it kept, this milestone kept getting blocked off because you just get so engulfed in the next step. I want to go from a teller in my banking job to an assistant manager, to a manager, to an executive manager, an area manager, and you get lost on this way up that you don’t think about that original goal and milestone ahead. So I got to actually give all the credit to my wife who, you know, gave me a bit of a shakeup and said, had you ever questioned yourself when things are going so well that you should do something different? And I was like, why would you do that? Come on. Like you’ve just been humbled and blessed by the, probably the most rapid career progression at CBA at that time. Commonwealth Bank and I was just, it was going really good.

Right? And I was just like, nah, nah, not leaving, not leaving, not leaving, not going, but the next step, the next step. And she just, what’s the worst case? Like you’ve done all this stuff already. You’ve had a career in the head office, you’ve had a career in the front line. I was graduate studies, you built an asset base of assets and I just thought that was normal. Like come on, I’m just just doing what I gotta do and, and you know, just taking the good and trying to make it better and, and keep, keep rising. She’s like, nah, you, you, there is no, there is challenges in your day to day work life, but there is no mental challenge or thing pushing you back in the longer term journey. It’s too predictable. And whilst we aim for predictability in parts of business, it’s also like, it’s also bad for you.

Like there’s no like mental growth. And so she pushed me to go and say, “quit”. However, I had a real estate portfolio that helped and assisted with that. I had all these positives that I just talked about. Then my wife was doing fairly well in her career. So I wouldn’t say it was an uncomfortable decision, but that milestone became huge and that became huge because of the, the history and my wife’s support with that.

Ben Handler:

So massive milestone your wife to support you and help activate that change. And I guess, yeah, like I said earlier.The city for days to unpack your story and it’s an inspiring story. I mean it’s been an honor knowing you over the 14 months witnessing your, your business transforming. I mean, it’s a privilege and you obviously you’re very grateful and you’re a very humble guy. So thank you obviously for having this opportunity now to dive into your story. So thanks very much.

Arjun Paliwal:

Thank you.

Ben Handler:

Check out our journeys at investorkit.com.au today. Arjun is a really awesome entrepreneur. He’s done incredibly well. I mean, as I’ve said multiple times, seeing this guy’s business transform over 14 months has been remarkable. He’s a gun property investor himself.

Catching next week on the next show. See you there!

 

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

Employee Mindset Vs Business Owner Mindset

Buyer's Agent Mindset

Let’s face it, the traditional education does not teach us to be business owners.

It’s no surprise it’s not the norm when you see someone who decides against getting a job, but rather starts their own business, not long after they leave school or university.

It all starts with your mindset.

Do you have an employee mindset or business owner mindset?

Why is it that the education system does not teach us about how to be entrepreneurs… how to create businesses that solve real problems?

When we grow up, the employee mindset feels like the safe option, and in some cases, the best option.

It’s not to say that being a business owner is better than being an employee, there is no right or wrong. The key difference is the mindset.

Both employees and business owners come with responsibility, however, more professional and personal growth can come from walking in the business owner’s shoes. Well, that was my experience having been an employee, compared to then running my own business.

1 key thing that stood out when I became a business owner was my level of awareness. Not just self-awareness, also the general awareness of people and situations around me. There seems to be a greater level of curiosity across all aspects of the business which leads to more questions.

I feel like it’s easier to get complacent when you are an employee. The mindset can be somewhat restricted, which can limit the true creativity and passion for someone. Whilst I believe everyone is a leader in their own capacity, true leaders are not free, until they are following their own heart and doing work that truly matters.

I believe that we are all placed on this planet to serve in some shape or form – we are all here to create and work out what is our true calling. Our career plays a major part of our life, outside of sleep.

Many people have an expectation of a life filled with joy and purpose, being financially free… how many people are really living this life and happy with their careers.

Why is it so many people end up in a career that they don’t enjoy?

If you are reading this and feel like you are a bit stuck with your career mindset i.e. you may be an employee looking to do something different, think about this:

  • What are your top 2 strengths?
  • Do you look forward going to work on Monday?
  • Do you feel like you are creating a real impact with what you are doing?
  • Do you feel inspired with what you are doing?

It’s never too late to design your own show, create your masterpiece, design your career from scratch. This is what life gives you, me, and everyone else. It’s up to you to choose what you paint, with what colors and brush.

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

Being the masters of your own destiny

buyer agaent 2020 goals

So many people dream about designing their own lifestyle and being the masters of their own destiny… but sadly very few people ever do it.

Today, I want to introduce you to two people who have done it… Goose Mcgrath and Gabi Billing.

They both wanted to transition out of working 100-hour weeks. But changing careers can be overwhelming and scary.

So, they looked at the transferrable skills and life experience they had, and they used them to become Buyer’s Agents.

They realised quickly that there just wasn’t enough help for people to make sure they buy the right property. And because they made a mistake when they purchased their first property, they were passionate about helping other buyers to avoid making the same mistake.

When they first became Buyer’s Agents, they had aspirations of getting 10 clients in their first year. But in only 8 months… they signed up 54 clients!

Out of their desire to help other people has come the opportunity for them to create their own freedom and lifestyle.

They’ve combined their passion for property and their ability to help other people, and now they live a life they only ever dreamed of.

If you have a passion for property and a desire to help other people, then click on the link in the first comment.

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