Helping Clients and Buyer’s Agents

Buyer's agent Paul Mollica

Prior to starting out as a buyers agent, Paul Mollica had a long career helping others as a financial planner.

Over the years, the ability to help his clients achieve financial success through traditional superannuation investment strategies began to diminish and he realised he needed to help his clients do what he was already doing.

Paul had a 15-year record as a successful property investor and understood that property represented a better option for most people to build wealth.

“I spent the last 20 years as a financial planner and absolutely over time realised that it was failing consumers miserably. I thought there had to be a better way.

“I was starting to invest myself and see the benefits of that through leverage and the fact that you’ve got control over the asset, you can add sweat equity, you can manufacture improvements, all these sorts of things. I started talking to my clients about it and also looking at where my wealthier clients built or accumulated their wealth.“

“None of them accumulated it from the superannuation system or saving money, it was all through either business, buying and investing in property or inheriting property. So it was pretty easy to join the dots there.”

These days Paul operates, Wealthkey Property and uses a range of different strategies to assist investors to build wealth, including looking for positive cashflow opportunities outside of metro areas, adding value through renovation while also buying in blue-chip locations, if it suits the individual. Paul is also able to help project manage any properties that are using strategies such as a cosmetic renovation to provide a full end-to-end service.

Over the past few years, Paul has transitioned out of financial planning and into a full-time buyers agent. A move that was helped by his prior relationships with both clients and referral partners.

“I was operating the BA business part-time for the last six years and then last June I jumped out of planning completely and I only do property buying for clients now. I’ve got two staff, we’ve got acquisitions teams everywhere we need them nationally and it’s going really well.”

“With my financial knowledge both inside and outside of super and mortgage broking and also my contacts over the years. I’ve got a fairly healthy referral stream coming through.”

While his transition to fulltime buyers agent has been relatively smooth, Paul found that one of the areas that were lacking was data and research. After initially looking to outsource, he found that he needed to bring the process in-house to get the best result for his clients.

“There was no-one out there that could provide that data and research service. You’ve got get the real-time data but you’ve also got to have eyes and ears on the ground as well and someone to translate that data otherwise you might as well just go and buy a property investor magazine.”

“Because of this problem I started my own service called Right House Research, cherry-picking perfect properties for investors and that’s an exclusive research service for other buyer’s agents. If we can continue to help a number of those every month as well, I think we’re doing a good thing for the buyer’s agent community and for consumers in general.”

Going forward, Paul’s goal is to continue to grow the business, while also adding value to the buyer’s agent community.

“If we can continue to help 50 to 70 families a year to make well-informed buying decisions and if I can put possibly one or two buyer’s agents on under our licence and help and grow Right House, then I think that will benefit a lot of people.”

Helping Buyers

Buyer's Agent Darren Piper

Darren Piper has been running his buyers agency, Universal Buyers Agents for 4.5 half years and in that time has seen both his business and the industry grow significantly.

With a passion for property and a significant investment portfolio under his belt, Darren saw the opportunity to help on the buy-side and made to move to start his own business.

“I’d owned a couple of investment properties prior to getting into real estate as a profession myself. I was working in the mines previously before getting into real estate and then decided to make the jump.”

“I was a selling agent for myself for two years in and around Brisbane and then started Universal about four and a half years ago.”

When Darren was operating as a selling agent, buyers agents were few and far between, but he saw an opportunity.

“When I was on the selling side, I’d bump into or come across other buyer’s agents from time to time, but it was a very rare thing. And knowing it’s large in the US and it’s very much a niche part of the real estate sector, my belief on it was it was only going to grow.”

“So it was more of a strategic decision more than anything, coupled with wanting to have my own business.”

With his business, Darren focuses on helping all types of property buyers.

“Back when I started the business, a lot of other buyer’s agencies were focusing on one type of buyer or one buyer profile if you will, whether it was owner-occupiers or just investment.”

“My opinion back then, I still haven’t changed to this day, that if you’re a buyer and you need assistance for whatever reason, whether it’s being time poor, frustration with the agents or lack of choice or whatever it may be, I want to help you. So I really went into it from the get-go with very open arms if you will.”

When Darren initially set up his business, the biggest issues for him was educating buyers.

“The biggest challenge that we faced back then and it’s certainly changed now is that it’s an awareness and education.”

“A lot of people don’t know that buyer’s agents exist and then they sort of look at it and go, “Well, 99% of the buyer pool in the country buy themselves, why would I pay you a fee to do it?” But that’s changing given that there is more education and more awareness now.”

Darren decided to work with BAI to help improve the processes in his business.

“Working with Ben has been an absolute game-changer for me in a couple of ways. I was already established and was already trading for probably three years prior to engaging in Ben’s course and furthering that relationship in a mentor and sort of business coach capacity.”

“I knew of Ben for quite some time, obviously with his involvement with Cohen Handler. And then over time I’ve just built a stronger and stronger relationship with him and it’s made a huge impact on my business from an accountability point of view – dialogue, structure, recruiting.”

“He’s just across every segment of the buyer’s agent space. I mean, he’s been there and done it so I’d never not use him as a business coach.”

Going forward Darren wants to continue to grow his business while focusing on quality.

“My view has always been quality over quantity and I think that’s something that somewhat lacks in real estate in general.”

“There’s a lot of agents or agencies out there that get bums on seats from a recruitment point of view simply for the public perception that they’re bigger than they are. That’s certainly not our approach.”

“We’re about quality agents and quality team members rather than just building a team for the sake of it. So recruitment’s a big focus for me at the moment – adding more people to the team, which is certainly well underway.”

“But really just to be the absolute best that we can possibly be and dominate the Brisbane Gold Coast and Sunshine Coast market.”

For those looking at a career as a BA, Darren suggests getting the right people around you and know what you’re looking to achieve.

“Have clear direction, have the right mentors and people around you and if you’re not willing to go it on your own because it’s not for everyone, get the right mentorship or work for a company that can provide the right career path for you.”

“Because it is a really exciting career in itself and there’s a lot of flexibility with work hours and you can certainly enjoy the fruits of your labour. And I think from a job satisfaction point of view, you certainly get more out of acting for the buyer than you do the seller.”

From Funds Manager to Property Expert

Over the span of his working life, Vaibhav Rastogi, also referred to as ‘Rasti’, has learnt how to manage money and investments in both property and financial markets.

With a degree in Architecture and an MBA in Finance, behind him, Vaibhav after working in IT embarked on a career in Funds Management, where he managed over $2 billion of client funds. However, he realised that his passion was best served in helping individuals achieve wealth, rather than those that already have money.

As a successful property investor himself, he felt that helping people achieve success in property by becoming a buyers agent was the right fit for him.

“Eventually, I realised that my value system is more congruent to helping people on the ground level as compared to multiplying money for those who already have it.”

“Property investing is one of the most common, most trusted way of building wealth as we have seen throughout humankind, but at the same time, not everyone makes property investment a success. Property investing is simple but successful property investing is not that simple.”

“That’s where I started using my architecture skills of evaluating a property and its design, investing as a vehicle and understanding it’s not just about capital growth and cash flow, but also about the risk that people tend to overlook in all the excitement.”

Vaibhav had built a personal property portfolio of 15 properties, and his goal is to help others achieve the same or better level of success.

“When I looked back, I realised that I started my property investing journey when I didn’t have much in my pocket, and now, I’m sitting on decent equity – this is exactly what I want to do for my prospective clients.”

“I had been unofficially helping my friends and family, but the whole reason that I wanted to start a business around it is so that I could reach out and help other people beyond my social circle.”

Given his success as an investor, Vaibhav already had a network of people around him that were interested in using his services as a buyer’s agent, which made the transition easier for him.

“Lots of people around me were actually waiting for me to start a business so they could approach me, so the pipeline was already there.”

“The business is going great so far. I run workshops on a monthly basis, where I outline my portfolio approach, referred to as Get Rare Model, and how I built my own portfolio without taking too much risk.”

“Calling myself a professional buyer’s agent has also given me a lot of leverage when I talk to the selling agents as well because they know that I’m actually representing not just only one client, but maybe a handful of clients in one go. Apparently helping me establish the relationship rather one considered as a transaction.”

Despite having a solid background as a successful property investor, Vaibhav decided to reach out to the BAI to gain a better understanding of running the business side of a buyer’s agency as well as to see how others built their businesses.

“Ben and his team at BAI do an amazing job as for me, coming from the corporate world where it was all about teamwork and working together, when I started on my own I realised that I’m all by myself.”

“BAI with their guidance, coaching and mentorship, has given us a network of other fellow buyer’s agents and it’s easy to visualise what a business can potentially look like in, twelve months or even five years.”

Vaibhav’s main focus is working with property investors and given his background and personal success, that was always going to be a good fit. One of the core components of Vaibhav’s methodology is centred around managing risk across an entire property portfolio. In much the same way a share investor looks to diversify, Vaibhav believes having a portfolio approach to both risk and growth is vital. Having worked in research advisory for Financial Planners, he appreciates how essential it is to get the solution client-centric and holistic.

For those people looking to start a career as a buyer’s agent, he feels that passion for property is vital.

“It is such a big responsibility and one has to take it very seriously because clients are giving you the responsibility of buying their property, which is one of the biggest investments they are ever going to make.”

“Buyers Agents also have to have a passion for the people because it’s just not about the properties, but also about the people.“

Lessons from a Billionaire

Buyer's Agent Daniel Trelease on lessons from a Billionaire

Ben Handler:

Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness to buyer’s agents, to bring awareness around the career opportunities that the buyer’s agent sector is providing people. To bring awareness around the value that buyer’s agents providing people who need help buying property. Our goal with the show is to strip back, and dive into the remarkable stories, and journeys of buyer’s agents who are paving the way forward in one of the fastest growing career sectors in Australia right now.

Ben Handler:

Our guest today is Daniel Trelease, he is the founder, and CEO of Trelease Associates, the headquarters is based in Sydney, in Double Bay. Daniel prides himself on two key things, number one, customer service, and number two, developing an extraordinary, and exceptional company culture.

Ben Handler:

Daniel’s career is quite remarkable, it’s also very unique where it started. He was headhunted by the former entertainment media billionaire mogul, Robert Stigwood. Robert Stigwood had a country estate in England, and Daniel managed this estate, and looked after, not just property, but art, but also diversified in understanding different business ventures.

Ben Handler:

Daniel was also engaged by high net worth individuals to buy property, and art across New York, and London. Daniel has been in Australia for less than a decade, and brings a very unique energy into his new business. So, I’m very excited to introduce Daniel Trelease today. Welcome Daniel.

Daniel Trelease:

Thank you very much. Thank you for having me.

Ben Handler:

I’ve always been meaning to ask about this whole Robert Stigwood. He’s obviously a billionaire, he was from Australia, he moved to England. I believe he was the first billionaire in the world.

Daniel Trelease:

I don’t know if he was the first, he was certainly one of the first, and I believe he was one of the first, certainly in Australia. But, he was actually born in Adelaide as well, where I was born. And, that’s I believe certainly, after he passed I started thinking about why me, and I think it was, “I’m going to give this young kid from Adelaide a chance.” And, I’ll be forever grateful for that, because that was the start of my journey.

Ben Handler:

But, how did it all come together?

Daniel Trelease:

I was actually working in the executive club lounge at a hotel, the Hyatt Regency at the time, I think it’s the InterContinental now in Adelaide. And, he said to me, “You don’t seem nervous at all.” And, my boss was there holding the silver tray, shaking like this. And, I said, “I don’t know who you are.” And, he just sort of smiled, and said, “That’s great, no worries.”

Daniel Trelease:

And, I went on with my day, and the next time I had to serve him, eventually the president of his companies at the time said to me, “You’d be really good working with us.” And, it just went from there, then they took me to dinner, and discussed the opportunity. I went, and visited the estate, and Robert, and his team in the Isle of Wight at the time in England, and came back made decision, finished my degree, and went to work for them.

Ben Handler:

When I introduced, and said, “Managed the country estate state,” I mean, a lot of people listening to this won’t probably quite grasp what that really means. Do you mind maybe sharing around the size, the number of staff? I mean, you were managing something very large.

Daniel Trelease:

Yeah, I was effectively what they would call a majordomo, which was the head of the household. So, I would manage all of the staff from the nurses, the security, the chefs, the gardeners, then all of his executive team as well, and everyone in between. Hiring, firing, training, and being the conduit between Robert, and a staff member effectively.

Ben Handler:

How many staff members roughly?

Daniel Trelease:

Just on the estate at any given time between 30, and 40.

Ben Handler:

Wow, amazing. So, what did you learn? I mean, obviously that’s a very unique experience for someone to go through, and be part of that whole journey. What is it that you learned? What was the key thing?

Daniel Trelease:

I think that’s probably where I developed most of my people skills. I was exposed to people that I don’t ever read about, or seen on television. He’s obviously, he was the godfather to a number of the Royal Family’s children, that sort of thing he often visited.

Daniel Trelease:

He’s also the man who created Grease, Saturday Night Fever, Cream, Evita, merge companies, Brian Epstein, run the Beatles for a while, et cetera. And, I actually flew to Melbourne at one point to hire the new gentlemen to take over Saturday Night Fever in the West End, and being thrown in the deep end like that with people that I couldn’t even possibly fathom.

Daniel Trelease:

There was actually one point when I hung up the phone on John Travolta by accident. I was just transferring it to Robert’s quarters, and it just cut out, and I was like sugar. So, anyway I got in a lot of trouble for that. But, Look he called back, and he was fine. The lesson I did learn though, is that with that level of power, and wealth does not always come humility, and decency. And, I know that he had a reputation for being an extraordinarily hard person.

Daniel Trelease:

I mean, everyone knows it’s common knowledge he was hung off of his balcony by the Kray twins, which were mafia, because he was monopolizing the industry. And, I remember one point he called me, I was not in working hours, and I was asked to come up to the main house. I had a house on the estate, and I was asked to come up, and he asked me to come up, which was a 15 minute journey from my house to his, kind of thing. Out of hours, on my very few hours off, to pick a pen up next to his bed, and give it to him when there was 20 staff in the house. To show me that’s your place, don’t ever forget it, kind of thing.

Daniel Trelease:

And, I’ll never forget that moment ever, but I’ll also never forget the moments where he enjoyed glass of champagne, and telling me extraordinary stories, which have enriched my life forever. And, I tell them over, and over are.

Ben Handler:

Can you share any of them?

Daniel Trelease:

They’re probably, a lot of them are rather inappropriate, as you can imagine being a billionaire in the sixties, and seventies, that sort of thing, the sorts of things that went on, but they were very entertaining.

Ben Handler:

Let’s talk about Trelease Associates, because what I love so much about the buyer’s agent sector is they’re so many up, and coming new businesses with people like you have extraordinary skill, and talent. That you’ve then transferred now into this space. And, what you’re doing with Trelease Associates is very unique. I’ve obviously been in the space a long time, and I don’t see really anyone out there in Australia doing what you’re doing. So, what’s the purpose behind what you’re doing? And, what are you looking to do?

Daniel Trelease:

I suppose, from my experience with people mostly, I wanted to create something which wasn’t mine, which wasn’t about me. It wasn’t about feeding me, it wasn’t about growing just me. It was about who can I bring into this company to grow with me for the entire journey. And, I’m not just talking about staff retention. I created Trelease Associates, because I’m the sole owner right now, but it’s created, so then there’s people like, and he most certainly will be Jeremy Bedwani, who I believe is just as important to the success of this company as myself.

Daniel Trelease:

And, I don’t believe it could be what it is even today, 14 months on without him as an example, and other heads of divisions too. So, Trelease Associates was created, so there’ll be associates. There will be obviously myself as the founder, but in time there will be stakeholders like Jeremy, and others in the future as well. So, they own a piece of this company, a significant piece, and it’s not bought, it’s gifted to them.

Daniel Trelease:

It’s about creating a culture where we’re all building a family, a business that can become nationwide, possibly larger, but that’s not the goal. Where we’re working towards a common goal, and every single day I can honestly tell you, we joke, we laugh, we have an amazing time. And, yes there’s difficult times too, and we expect that, and we learn from that, we pivot like we have during COVID.

Ben Handler:

Yeah, and it’s apparent from the outside looking in around what you’re doing. It’s very different, and it seems, as I said earlier, very unique. Let’s talk about the confidentiality part.

Daniel Trelease:

Yeah.

Ben Handler:

That’s something that no one’s doing. Most people in the buyer’s agent space, social media, advertising, it’s all about just bought. You’ve taken a very different approach, do you mind sharing why, and what you’re doing?

Daniel Trelease:

I believe that we’re in customer service, and customer service after spending well over a decade in London, New York, I even lived in Greece for six months. I just feel that it’s missing from the fabric of our society here in Australia. You go to a restaurant, that’s not service. It’s appalling in my eyes. I wanted to create something where the confidentiality piece, we didn’t leverage on our client, and what we bought for them to self promote. We were engaged by our client to source, and to secure a property for them, whether it be investment, whether it be primary residence.

Daniel Trelease:

Not then to plaster that over social media, or to leak it to the media, that sort of thing. It’s about discretion, it’s about a different level of service that Australians perhaps are not entirely used to. That would be expected in say London, and confidentiality is not necessary for all of our clients. Not at all. Most in fact, do not require it, but it is absolutely there for the clients who do.

Daniel Trelease:

It doesn’t just revolve around the confidentiality upon exchange. For example, where the client’s identity is held confidentially with a confidentiality deed signed by the sales agent, the sales agency principal, myself as the principal of Trelease Associates, the buyer’s agent that may have been acting for that buyer, our buyer, and the vendor. All signed, so it’s basically just an extra signature before they sign the contract.

Ben Handler:

Every transaction?

Daniel Trelease:

Not every transaction for the clients that require this. Every client can have it if they wish. Some clients don’t wish for it, they just don’t care, it’s not necessary. Absolutely fine. But, it’s more about what about their buying power? Because, their buying power is usually exposed to most sales agents, because I’ve been looking for one, two, three, six, 12 months before engaging buyer’s agent. Therefore, it’s about confidentiality around the client themselves during the process.

Daniel Trelease:

So, some of these clients, we had one recently that had full confidentiality. No one knows what we bought, no one knows how much we bought it for, and no one is allowed to disclose. That client was even searching at the time. So, that client’s buying power was also confidential. Therefore, because the agents understood where their budget may have been, they needed to know this, they were just working with client five at Trelease Associates.

Ben Handler:

Yeah, it’s extraordinary. And, let’s talk about leadership obviously, and actually before we dive into leadership, I would think that when I opened up, I talked about one of your principles is customer service. It seems like it’s clear, it runs through the DNA of your entire company. Has that been inherited from Robert Stigwood?

Daniel Trelease:

Absolutely.

Ben Handler:

Yeah.

Daniel Trelease:

Unequivocally. I mean, even from my hospitality days, I mean, I remember when my parents didn’t want me to go to acting school, and that sort of thing, which was my passion as a young man. They wanted me to finish my degree, and that sort of thing as I did. But, during that I was working from 16, 15, whatever it was onwards. And, I ended up in silver service in a five star hotel in Adelaide. Therefore, I was poached from Robert, and moved to England.

Daniel Trelease:

And, naturally when you’re serving people from the Royal Family, you’re serving Robert himself, it’s all silver service. And it is the hand behind the back. You’re pretty much leaving the room, walking backwards, that kind of thing. It was very intense. It’s a level of service that almost is nonexistent today, but I revere it.

Ben Handler:

Wow, so you, from being exposed to that, you’ve been able to now transfer just that high quality, because you’re right Australia, it’s poor service.

Daniel Trelease:

Very.

Ben Handler:

And, especially when you go to the States, and come back, you just notice that distinction. So, obviously working at the estate in the UK, you were managing, you were hiring, you were firing, you were strategizing, you were organizing, coordinating, you are a leader. I think we’re all leaders in our own right. Now, you’re running your new company. You’ve got people in various divisions in different States. Has your understanding of leadership changed at all?

Daniel Trelease:

Every day, every single day. Every day I’m learning, even Jeremy, and I learned from each other every day. And, we strategize together every day. But, even after Robert when I worked for TDA Interiors, for example, under Richard Taylor, the founder of TDA Interiors were still operational in South of England, and in central London too. And, watching those different leadership styles from Robert, which is an extraordinary style, I suppose, all the way through to Richard, which was very commercial.

Daniel Trelease:

And, I look at myself as a highly emotional being, hight EQ. Jeremy, high IQ, and very commercial. So, the ying and yang work exceptionally well. We couldn’t be more different in our leadership styles, and that’s probably why we work so well together to create a company that is, I certainly hope I’m right in saying this, not only humble, and not only caring, and compassionate, but we genuinely love, and care for the people inside those walls. And, we will protect them, and nurture them and help them grow, and that’s one of Jeremy’s primary role.

Daniel Trelease:

So, the leadership isn’t just for me, it is across the team. We’ve got Kim Ackerman who’s basically writing the Trelease Associates handbook, for example. On her own accord she came to us. I believe that leadership needs to go across the spectrum of the company, and not just dripped down from the top. I don’t believe in the hierarchy, and the older models. Could be wrong, but at the moment it seems to be doing very well. And, the company as a whole, and the staff are enjoying this leadership style.

Ben Handler:

I agree, the leadership always should really move from the bottom up. And, the fact you’ve got this lady in your office who’s put her hand up to say-

Daniel Trelease:

Absolutely.

Ben Handler:

…I want to take lead with this, is a clear, I guess, indication, and reflection demonstration of what’s really going on in the company. Because, it seems not just customer service is something that runs throughout your entire company, it’s something that obviously you pride so much.

Ben Handler:

Because, I remember back at the Cohen Handler days, you were always having dinner at 10:00 at night at a restaurant with the 65 year old client. And, it seems like you were just forging these very close friendships. So, outside of a transaction your client relationships now becoming friendships, right?

Daniel Trelease:

Yeah, look, there’s three, four clients that have had babies during, or after being a client of mine, and I’ve been in the hospital before they’ve even gotten home with their baby. And, I’ve got 60, 70, 80 plus year old clients who I still take to dinner, because they’re alone, and I truly enjoy their company. I’m an old soul, a lot will say I’m like an eight year old Jewish man, and that’s the joke in the office.

Daniel Trelease:

I suppose I do definitely connect to older people far more than younger. I love being around the youth, and the energy like Jack Henderson in our office, fantastic. He always prides himself, he was a minor, he didn’t finish school, and look at him now.

Ben Handler:

The Flamingo.

Daniel Trelease:

Yes, the Flamingo, right. And, then we’ve got lawyers, and we’ve got forensic accountants, and all sorts of people as well in the company. So, education as well I don’t believe is a factor. You cannot train passion, you cannot train hustle, you can only train skill. And, that’s the biggest lesson that we’ve learned over the last six to 12 months is that don’t just hire someone that’s been in real estate, and need to unravel bad habits, for example. Hire someone who has the passion, hire someone who has the hustle ingrained in them, that is innate in them. Then, and only then let’s train those people.

Ben Handler:

I love it. What do you love about real estate?

Daniel Trelease:

I have to say it’s not even the real estate. It’s the people, because every day I meet someone new, a different character, whether it be a flamingo or something else brought into our life to enrich our lives. And, we’ve got incredibly diverse team of people, and we’re hiring at the moment. So, there’s more people that are coming on board. Some of them are quite characters as well, but you know what, everyone who sits in front of us in the boardroom is different too.

Daniel Trelease:

Some are going to suit my demeanor, and my character. Some are going to suit Jack’s or Kim’s or Annabelle’s or whoever’s. And, that’s why also we need to figure out who aren’t we servicing, who aren’t we helping, and how can we help them. So, we’re looking at a commercial division that has never been done before. We have tried, it didn’t pan out the way Jeremy, and I had wanted it to, and that’s fine.

Daniel Trelease:

We live, and we learn, we pivot, and we evolve. And, now we’re looking at someone who, whether this person comes to fruition or not, this is someone who is at very high level, and was head of acquisitions for a very well known firm. And, we’re looking at bringing them on, so we can service the commercial clients, and buyers out there.

Daniel Trelease:

We’re looking at the property management division that we’re building very assertively, and right now we’re only six months away from launching Brisbane. Less than 12 months away from launching Mosman. And, it’s about not expanding too quickly, not trying to take over any kind of world domination, as they say, it’s about who can we service, and service well.

Daniel Trelease:

And, you know what? Sometimes we’ll fail, so we’ll pivot, we’ll try again, or we’ll move on, and we want to figure out what we’re great at. And, that’s been my biggest lesson, what I’m great at, and what I’m not so great at. Hence, why Jeremy is my ying to my yang, because I know I am not great at many of the skillsets that he is prolific in.

Ben Handler:

Yeah, you clearly compliment each other.

Daniel Trelease:

Absolutely, yeah.

Ben Handler:

And, you’ve got different skillsets, different personalities, and that’s what makes a partnership.

Daniel Trelease:

Yeah.

Ben Handler:

And, that’s what grows the company, and that’s what balances off everyone.

Daniel Trelease:

Yeah.

Ben Handler:

Some people who are the more touchy-feely EQ, they’re going to come to you. And, the other ones who aren’t, they’re going to gravitate towards Jeremy, and it works.

Daniel Trelease:

Absolutely.

Ben Handler:

We could be here for hours. We need to do a round two, because we need to hear about some of the stories, if you’re open to sharing. I love your background, I think it’s… I get excited seeing people coming into this space with just, I guess, exposure to life.

Daniel Trelease:

Yeah.

Ben Handler:

Exposure to life, and your exposure is what very few people on this planet have exposure to. And, it’s incredible to see how you’ve brought this into your new business. And, it’s very, you can recognize it very quickly. Just drive past your office in Double Bay, or of anyone watching this now just check out Trelease Associates, right. You can feel it when you look at your brand, it’s something different. And, it’s definitely something that, from what I see, you’ve picked up from what you’ve cultivated previously just in what you’ve learned. For people watching, where can people find Trelease Associates?

Daniel Trelease:

Yeah, look I mean, treleaseassociates.com.au would be the first protocol I think for anyone to have a feel for our company, and who we are, but I’m always an advocate for picking up the phone. Don’t need to email, pick up the phone, and call me. Call me direct, call Jeremy direct, have a conversation. And, if we have a great call get inside, and meet us.

Ben Handler:

Love it. Thank you, appreciate it. We’re going to do a round two. Just finishing up now. Okay, so I hope you enjoyed the discussion, especially around what Daniel learned in his previous career, because that’s very important in terms of how you transfer that into your obviously, new career if you’re looking to do something different.

Ben Handler:

For anyone who’s actually looking to potentially join a company, and become a buyer’s agent, check out Trelease Associates. As Daniel said give him a call, give Jeremy a call, go to their website, see their brand. Actually, look at a lot of the buyers agents that exist, and see if you notice anything different about how they present, what they do, their messaging. I believe you’ll see something quite distinct.

Ben Handler:

So, pick up the phone if you want to chat. And, if you’re someone who’s even looking to buy a property, and you’re looking for that exceptional customer experience, that journey, check out Trelease Associates as well. See you next week.

Please watch the full episode here:

Ben Handler:

Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness to buyer’s agents, to bring awareness around the career opportunities that the buyer’s agent sector is providing people. To bring awareness around the value that buyer’s agents providing people who need help buying property. Our goal with the show is to strip back, and dive into the remarkable stories, and journeys of buyer’s agents who are paving the way forward in one of the fastest growing career sectors in Australia right now.

Ben Handler:

Our guest today is Daniel Trelease, he is the founder, and CEO of Trelease Associates, the headquarters is based in Sydney, in Double Bay. Daniel prides himself on two key things, number one, customer service, and number two, developing an extraordinary, and exceptional company culture.

Ben Handler:

Daniel’s career is quite remarkable, it’s also very unique where it started. He was headhunted by the former entertainment media billionaire mogul, Robert Stigwood. Robert Stigwood had a country estate in England, and Daniel managed this estate, and looked after, not just property, but art, but also diversified in understanding different business ventures.

Ben Handler:

Daniel was also engaged by high net worth individuals to buy property, and art across New York, and London. Daniel has been in Australia for less than a decade, and brings a very unique energy into his new business. So, I’m very excited to introduce Daniel Trelease today. Welcome Daniel.

Daniel Trelease:

Thank you very much. Thank you for having me.

Ben Handler:

I’ve always been meaning to ask about this whole Robert Stigwood. He’s obviously a billionaire, he was from Australia, he moved to England. I believe he was the first billionaire in the world.

Daniel Trelease:

I don’t know if he was the first, he was certainly one of the first, and I believe he was one of the first, certainly in Australia. But, he was actually born in Adelaide as well, where I was born. And, that’s I believe certainly, after he passed I started thinking about why me, and I think it was, “I’m going to give this young kid from Adelaide a chance.” And, I’ll be forever grateful for that, because that was the start of my journey.

Ben Handler:

But, how did it all come together?

Daniel Trelease:

I was actually working in the executive club lounge at a hotel, the Hyatt Regency at the time, I think it’s the InterContinental now in Adelaide. And, he said to me, “You don’t seem nervous at all.” And, my boss was there holding the silver tray, shaking like this. And, I said, “I don’t know who you are.” And, he just sort of smiled, and said, “That’s great, no worries.”

Daniel Trelease:

And, I went on with my day, and the next time I had to serve him, eventually the president of his companies at the time said to me, “You’d be really good working with us.” And, it just went from there, then they took me to dinner, and discussed the opportunity. I went, and visited the estate, and Robert, and his team in the Isle of Wight at the time in England, and came back made decision, finished my degree, and went to work for them.

Ben Handler:

When I introduced, and said, “Managed the country estate state,” I mean, a lot of people listening to this won’t probably quite grasp what that really means. Do you mind maybe sharing around the size, the number of staff? I mean, you were managing something very large.

Daniel Trelease:

Yeah, I was effectively what they would call a majordomo, which was the head of the household. So, I would manage all of the staff from the nurses, the security, the chefs, the gardeners, then all of his executive team as well, and everyone in between. Hiring, firing, training, and being the conduit between Robert, and a staff member effectively.

Ben Handler:

How many staff members roughly?

Daniel Trelease:

Just on the estate at any given time between 30, and 40.

Ben Handler:

Wow, amazing. So, what did you learn? I mean, obviously that’s a very unique experience for someone to go through, and be part of that whole journey. What is it that you learned? What was the key thing?

Daniel Trelease:

I think that’s probably where I developed most of my people skills. I was exposed to people that I don’t ever read about, or seen on television. He’s obviously, he was the godfather to a number of the Royal Family’s children, that sort of thing he often visited.

Daniel Trelease:

He’s also the man who created Grease, Saturday Night Fever, Cream, Evita, merge companies, Brian Epstein, run the Beatles for a while, et cetera. And, I actually flew to Melbourne at one point to hire the new gentlemen to take over Saturday Night Fever in the West End, and being thrown in the deep end like that with people that I couldn’t even possibly fathom.

Daniel Trelease:

There was actually one point when I hung up the phone on John Travolta by accident. I was just transferring it to Robert’s quarters, and it just cut out, and I was like sugar. So, anyway I got in a lot of trouble for that. But, Look he called back, and he was fine. The lesson I did learn though, is that with that level of power, and wealth does not always come humility, and decency. And, I know that he had a reputation for being an extraordinarily hard person.

Daniel Trelease:

I mean, everyone knows it’s common knowledge he was hung off of his balcony by the Kray twins, which were mafia, because he was monopolizing the industry. And, I remember one point he called me, I was not in working hours, and I was asked to come up to the main house. I had a house on the estate, and I was asked to come up, and he asked me to come up, which was a 15 minute journey from my house to his, kind of thing. Out of hours, on my very few hours off, to pick a pen up next to his bed, and give it to him when there was 20 staff in the house. To show me that’s your place, don’t ever forget it, kind of thing.

Daniel Trelease:

And, I’ll never forget that moment ever, but I’ll also never forget the moments where he enjoyed glass of champagne, and telling me extraordinary stories, which have enriched my life forever. And, I tell them over, and over are.

Ben Handler:

Can you share any of them?

Daniel Trelease:

They’re probably, a lot of them are rather inappropriate, as you can imagine being a billionaire in the sixties, and seventies, that sort of thing, the sorts of things that went on, but they were very entertaining.

Ben Handler:

Let’s talk about Trelease Associates, because what I love so much about the buyer’s agent sector is they’re so many up, and coming new businesses with people like you have extraordinary skill, and talent. That you’ve then transferred now into this space. And, what you’re doing with Trelease Associates is very unique. I’ve obviously been in the space a long time, and I don’t see really anyone out there in Australia doing what you’re doing. So, what’s the purpose behind what you’re doing? And, what are you looking to do?

Daniel Trelease:

I suppose, from my experience with people mostly, I wanted to create something which wasn’t mine, which wasn’t about me. It wasn’t about feeding me, it wasn’t about growing just me. It was about who can I bring into this company to grow with me for the entire journey. And, I’m not just talking about staff retention. I created Trelease Associates, because I’m the sole owner right now, but it’s created, so then there’s people like, and he most certainly will be Jeremy Bedwani, who I believe is just as important to the success of this company as myself.

Daniel Trelease:

And, I don’t believe it could be what it is even today, 14 months on without him as an example, and other heads of divisions too. So, Trelease Associates was created, so there’ll be associates. There will be obviously myself as the founder, but in time there will be stakeholders like Jeremy, and others in the future as well. So, they own a piece of this company, a significant piece, and it’s not bought, it’s gifted to them.

Daniel Trelease:

It’s about creating a culture where we’re all building a family, a business that can become nationwide, possibly larger, but that’s not the goal. Where we’re working towards a common goal, and every single day I can honestly tell you, we joke, we laugh, we have an amazing time. And, yes there’s difficult times too, and we expect that, and we learn from that, we pivot like we have during COVID.

Ben Handler:

Yeah, and it’s apparent from the outside looking in around what you’re doing. It’s very different, and it seems, as I said earlier, very unique. Let’s talk about the confidentiality part.

Daniel Trelease:

Yeah.

Ben Handler:

That’s something that no one’s doing. Most people in the buyer’s agent space, social media, advertising, it’s all about just bought. You’ve taken a very different approach, do you mind sharing why, and what you’re doing?

Daniel Trelease:

I believe that we’re in customer service, and customer service after spending well over a decade in London, New York, I even lived in Greece for six months. I just feel that it’s missing from the fabric of our society here in Australia. You go to a restaurant, that’s not service. It’s appalling in my eyes. I wanted to create something where the confidentiality piece, we didn’t leverage on our client, and what we bought for them to self promote. We were engaged by our client to source, and to secure a property for them, whether it be investment, whether it be primary residence.

Daniel Trelease:

Not then to plaster that over social media, or to leak it to the media, that sort of thing. It’s about discretion, it’s about a different level of service that Australians perhaps are not entirely used to. That would be expected in say London, and confidentiality is not necessary for all of our clients. Not at all. Most in fact, do not require it, but it is absolutely there for the clients who do.

Daniel Trelease:

It doesn’t just revolve around the confidentiality upon exchange. For example, where the client’s identity is held confidentially with a confidentiality deed signed by the sales agent, the sales agency principal, myself as the principal of Trelease Associates, the buyer’s agent that may have been acting for that buyer, our buyer, and the vendor. All signed, so it’s basically just an extra signature before they sign the contract.

Ben Handler:

Every transaction?

Daniel Trelease:

Not every transaction for the clients that require this. Every client can have it if they wish. Some clients don’t wish for it, they just don’t care, it’s not necessary. Absolutely fine. But, it’s more about what about their buying power? Because, their buying power is usually exposed to most sales agents, because I’ve been looking for one, two, three, six, 12 months before engaging buyer’s agent. Therefore, it’s about confidentiality around the client themselves during the process.

Daniel Trelease:

So, some of these clients, we had one recently that had full confidentiality. No one knows what we bought, no one knows how much we bought it for, and no one is allowed to disclose. That client was even searching at the time. So, that client’s buying power was also confidential. Therefore, because the agents understood where their budget may have been, they needed to know this, they were just working with client five at Trelease Associates.

Ben Handler:

Yeah, it’s extraordinary. And, let’s talk about leadership obviously, and actually before we dive into leadership, I would think that when I opened up, I talked about one of your principles is customer service. It seems like it’s clear, it runs through the DNA of your entire company. Has that been inherited from Robert Stigwood?

Daniel Trelease:

Absolutely.

Ben Handler:

Yeah.

Daniel Trelease:

Unequivocally. I mean, even from my hospitality days, I mean, I remember when my parents didn’t want me to go to acting school, and that sort of thing, which was my passion as a young man. They wanted me to finish my degree, and that sort of thing as I did. But, during that I was working from 16, 15, whatever it was onwards. And, I ended up in silver service in a five star hotel in Adelaide. Therefore, I was poached from Robert, and moved to England.

Daniel Trelease:

And, naturally when you’re serving people from the Royal Family, you’re serving Robert himself, it’s all silver service. And it is the hand behind the back. You’re pretty much leaving the room, walking backwards, that kind of thing. It was very intense. It’s a level of service that almost is nonexistent today, but I revere it.

Ben Handler:

Wow, so you, from being exposed to that, you’ve been able to now transfer just that high quality, because you’re right Australia, it’s poor service.

Daniel Trelease:

Very.

Ben Handler:

And, especially when you go to the States, and come back, you just notice that distinction. So, obviously working at the estate in the UK, you were managing, you were hiring, you were firing, you were strategizing, you were organizing, coordinating, you are a leader. I think we’re all leaders in our own right. Now, you’re running your new company. You’ve got people in various divisions in different States. Has your understanding of leadership changed at all?

Daniel Trelease:

Every day, every single day. Every day I’m learning, even Jeremy, and I learned from each other every day. And, we strategize together every day. But, even after Robert when I worked for TDA Interiors, for example, under Richard Taylor, the founder of TDA Interiors were still operational in South of England, and in central London too. And, watching those different leadership styles from Robert, which is an extraordinary style, I suppose, all the way through to Richard, which was very commercial.

Daniel Trelease:

And, I look at myself as a highly emotional being, hight EQ. Jeremy, high IQ, and very commercial. So, the ying and yang work exceptionally well. We couldn’t be more different in our leadership styles, and that’s probably why we work so well together to create a company that is, I certainly hope I’m right in saying this, not only humble, and not only caring, and compassionate, but we genuinely love, and care for the people inside those walls. And, we will protect them, and nurture them and help them grow, and that’s one of Jeremy’s primary role.

Daniel Trelease:

So, the leadership isn’t just for me, it is across the team. We’ve got Kim Ackerman who’s basically writing the Trelease Associates handbook, for example. On her own accord she came to us. I believe that leadership needs to go across the spectrum of the company, and not just dripped down from the top. I don’t believe in the hierarchy, and the older models. Could be wrong, but at the moment it seems to be doing very well. And, the company as a whole, and the staff are enjoying this leadership style.

Ben Handler:

I agree, the leadership always should really move from the bottom up. And, the fact you’ve got this lady in your office who’s put her hand up to say-

Daniel Trelease:

Absolutely.

Ben Handler:

…I want to take lead with this, is a clear, I guess, indication, and reflection demonstration of what’s really going on in the company. Because, it seems not just customer service is something that runs throughout your entire company, it’s something that obviously you pride so much.

Ben Handler:

Because, I remember back at the Cohen Handler days, you were always having dinner at 10:00 at night at a restaurant with the 65 year old client. And, it seems like you were just forging these very close friendships. So, outside of a transaction your client relationships now becoming friendships, right?

Daniel Trelease:

Yeah, look, there’s three, four clients that have had babies during, or after being a client of mine, and I’ve been in the hospital before they’ve even gotten home with their baby. And, I’ve got 60, 70, 80 plus year old clients who I still take to dinner, because they’re alone, and I truly enjoy their company. I’m an old soul, a lot will say I’m like an eight year old Jewish man, and that’s the joke in the office.

Daniel Trelease:

I suppose I do definitely connect to older people far more than younger. I love being around the youth, and the energy like Jack Henderson in our office, fantastic. He always prides himself, he was a minor, he didn’t finish school, and look at him now.

Ben Handler:

The Flamingo.

Daniel Trelease:

Yes, the Flamingo, right. And, then we’ve got lawyers, and we’ve got forensic accountants, and all sorts of people as well in the company. So, education as well I don’t believe is a factor. You cannot train passion, you cannot train hustle, you can only train skill. And, that’s the biggest lesson that we’ve learned over the last six to 12 months is that don’t just hire someone that’s been in real estate, and need to unravel bad habits, for example. Hire someone who has the passion, hire someone who has the hustle ingrained in them, that is innate in them. Then, and only then let’s train those people.

Ben Handler:

I love it. What do you love about real estate?

Daniel Trelease:

I have to say it’s not even the real estate. It’s the people, because every day I meet someone new, a different character, whether it be a flamingo or something else brought into our life to enrich our lives. And, we’ve got incredibly diverse team of people, and we’re hiring at the moment. So, there’s more people that are coming on board. Some of them are quite characters as well, but you know what, everyone who sits in front of us in the boardroom is different too.

Daniel Trelease:

Some are going to suit my demeanor, and my character. Some are going to suit Jack’s or Kim’s or Annabelle’s or whoever’s. And, that’s why also we need to figure out who aren’t we servicing, who aren’t we helping, and how can we help them. So, we’re looking at a commercial division that has never been done before. We have tried, it didn’t pan out the way Jeremy, and I had wanted it to, and that’s fine.

Daniel Trelease:

We live, and we learn, we pivot, and we evolve. And, now we’re looking at someone who, whether this person comes to fruition or not, this is someone who is at very high level, and was head of acquisitions for a very well known firm. And, we’re looking at bringing them on, so we can service the commercial clients, and buyers out there.

Daniel Trelease:

We’re looking at the property management division that we’re building very assertively, and right now we’re only six months away from launching Brisbane. Less than 12 months away from launching Mosman. And, it’s about not expanding too quickly, not trying to take over any kind of world domination, as they say, it’s about who can we service, and service well.

Daniel Trelease:

And, you know what? Sometimes we’ll fail, so we’ll pivot, we’ll try again, or we’ll move on, and we want to figure out what we’re great at. And, that’s been my biggest lesson, what I’m great at, and what I’m not so great at. Hence, why Jeremy is my ying to my yang, because I know I am not great at many of the skillsets that he is prolific in.

Ben Handler:

Yeah, you clearly compliment each other.

Daniel Trelease:

Absolutely, yeah.

Ben Handler:

And, you’ve got different skillsets, different personalities, and that’s what makes a partnership.

Daniel Trelease:

Yeah.

Ben Handler:

And, that’s what grows the company, and that’s what balances off everyone.

Daniel Trelease:

Yeah.

Ben Handler:

Some people who are the more touchy-feely EQ, they’re going to come to you. And, the other ones who aren’t, they’re going to gravitate towards Jeremy, and it works.

Daniel Trelease:

Absolutely.

Ben Handler:

We could be here for hours. We need to do a round two, because we need to hear about some of the stories, if you’re open to sharing. I love your background, I think it’s… I get excited seeing people coming into this space with just, I guess, exposure to life.

Daniel Trelease:

Yeah.

Ben Handler:

Exposure to life, and your exposure is what very few people on this planet have exposure to. And, it’s incredible to see how you’ve brought this into your new business. And, it’s very, you can recognize it very quickly. Just drive past your office in Double Bay, or of anyone watching this now just check out Trelease Associates, right. You can feel it when you look at your brand, it’s something different. And, it’s definitely something that, from what I see, you’ve picked up from what you’ve cultivated previously just in what you’ve learned. For people watching, where can people find Trelease Associates?

Daniel Trelease:

Yeah, look I mean, treleaseassociates.com.au would be the first protocol I think for anyone to have a feel for our company, and who we are, but I’m always an advocate for picking up the phone. Don’t need to email, pick up the phone, and call me. Call me direct, call Jeremy direct, have a conversation. And, if we have a great call get inside, and meet us.

Ben Handler:

Love it. Thank you, appreciate it. We’re going to do a round two. Just finishing up now. Okay, so I hope you enjoyed the discussion, especially around what Daniel learned in his previous career, because that’s very important in terms of how you transfer that into your obviously, new career if you’re looking to do something different.

Ben Handler:

For anyone who’s actually looking to potentially join a company, and become a buyer’s agent, check out Trelease Associates. As Daniel said give him a call, give Jeremy a call, go to their website, see their brand. Actually, look at a lot of the buyers agents that exist, and see if you notice anything different about how they present, what they do, their messaging. I believe you’ll see something quite distinct.

Ben Handler:

So, pick up the phone if you want to chat. And, if you’re someone who’s even looking to buy a property, and you’re looking for that exceptional customer experience, that journey, check out Trelease Associates as well. See you next week.

Please watch the full episode here:

Data-Driven Property Investment

Buyer's agent Kyrillos Mansour

Before becoming a full-time buyers agent, Kyrillos Mansour clearly had a passion for property.

While learning what fundamentals drove property price growth, he built up his own database of every suburb in Australia, with 100 data points per suburb. At the time, Kyrillos was working as an optometrist, but he quickly realised his passion lay elsewhere in property.

“I always had an interest in property and in business. While I was working as an optometrist, I was doing my own property investing and I was building up my own database of information and research regarding different suburbs in different states in Australia because at the time I didn’t really have enough money to invest in Sydney.”

“I thought, if I want to invest outside of Sydney, I need to learn about the other suburbs in different states.”

Kyrillos built a huge database and quickly built up an understanding of how to identify suburbs and areas that were set to grow in value rapidly.

“I started compiling my own data and that became a huge Excel spreadsheet of every single home in every state in Australia – about 60 to 100 data points per suburb and I just kept getting more interested, more fascinated.”

“I started seeing how property can make people money and how you can generate wealth and pretty much just fell in love with it from that point on.”

After successfully building his own property portfolio, he was quickly approached by friends and family to help them achieve success in the same fashion as him.

“After I had bought my first few investments myself, a few friends and family members asked me, “how did you know about that suburb? How did you know where to go and the strategies to use?” So I started sharing my spreadsheet and data, with them.”

“In the end, I was pretty much doing a buyer’s agent’s job for them and really enjoying it.”

After making the decision to move into helping others achieve success as a buyers agent, Kyrillos slowly started to build up his business.

“The business itself is only just over 12 months old, but I’ve been buying property for people for around three years.”

“The first 12 months is always difficult no matter what business it is. I think a buyer’s agent is even harder because it doesn’t really exist in Australia, it’s such a small industry.”

After a slow start, he focused on giving value and educating others on property and then the business started to grow.

“For the first four months there were no customers, then we got the first customer and it was quite a big achievement.”’

“It took a while to go from number one to customer two. It took a little bit of time from two to three. Once we got to about five done, it just started to roll like the compound interest rule – the same thing with people.”

“This month I think we’ve been working on seven clients in a month.”

“The first 12 months has been a huge learning curve in terms of how to get customers and I see other buyer’s agents who probably achieve customers quicker, but I think the way I approached it about free education, giving out, giving out, it’s bringing in quality leads as well and building a brand.”

With his background in data, Kyrillos helps all types of home buyers and investors, locate properties all across the country.

When Kyrillos was getting the business off the ground, he was able to reach out to the BAI, to help at times when it was difficult finding the right way to move forward with the business.

“My idea of the Buyer’s Agent Institute course when I first started was someone’s going to teach me how to buy property. Very quickly I realised that wasn’t it. It was more so how to run a buyer’s agency business.”

“When I was first starting and I was a bit struggling to get any sort of leads, I used to message Ben. I said, “Hey, Ben. I’m struggling a bit. What do you reckon?” He said, “Yeah, come in for a chat”.

“When we spoke about things he said, “How about you explore this option? How about you explore that? He wanted to see me succeed.”

Going forward, Kyrillos’ goal is to both educate and help people achieve success through his company First Brick Property.

For people looking to get into a career as a buyers agent, Kyrillos suggests you need to be passionate and be looking to do it for the right reason.

“You’ve got be passionate about it, you’ve got to really understand it.”

“Equip yourself with the fundamentals of property by listening to every podcast you can find, read every book you can find, learn about all the different strategies you can find because everyone in Australia’s a property expert so if you’re going to charge for it, you really need to know what you’re talking about.

Accounting, Building and Helping Clients

With a background as an accountant, understanding the numbers in a property deal was never a problem for Anthony Spagnolo.

However, it was a number of years after he started running the family accounting firm, that he realised that he wanted to pursue property as his full-time profession.

“My background was accounting, having a family accounting firm for 12 years, which I took over from my father.”

“My father was already an avid property investor and had a side property investment business as well.”

“We were doing all sorts of different property developments, residential units, land sub-divisions, commercial, industrial. A broad range of things that gave me a real insight from the DA approval process all the way through to completion.”

After leaving the accounting business, Anthony decided to take on property full time and also focused on building.

“Along the way I was project managing some jobs, I got my builder’s licence as well and I was also investing in our own projects.”

“I had around five years of experience doing my own developments outside the family group, which was mainly townhouses and duplexes Sydney-wide, which I was project managing.”

After building up the property side of his business, he started to run into issues with the number of projects he could handle and decided he needed to change things up.

“Around a year and a half ago I realised that I was getting limited with my buying capacity and the number of projects I could do at any one time. “

“I needed a new challenge and I missed working with clients from an accounting perspective so that’s where my property advisory business came about.”

With an extensive background in building and development, Anthony began focusing on new stock and identifying opportunities for clients that often come directly from developers. He also recognised that there was a whole in the market after working with a number of buyers agents in his previous business that didn’t add value to their clients.

As he was getting established as a buyers agent, Anthony discovered the BAI which helped him in a range of areas, particularly with sales and lead generation.

“I started things off with Ben last April and got my real estate licence mid last year. It was a bit of a learning experience all around especially with lead generation.”

“Ben focuses on having a process and a system and not coming from a sales background it took some real adjustments. Early on it was a hard slog, but in the last four or five months I’ve actually felt something shift, which is great.”

Even though Anthony had a background in property, there was still plenty to take away from the BAI program.

“I had already a bit of a real estate background to a certain extent in selling some of our own projects off the plan. However, Ben’s course was totally different because you have to sell a client on your value and why they should pay a fee to engage you and also to source that property.”

Going forward Anthony’s goal is to continue helping clients and grow his business.

“I want to see clients as repeat business going forward, helping them grow their portfolio.”

“It’s good to see other people being able to what we’ve done ourselves, as an investor. A lot of people come to you for advice and sometimes you take it for granted the knowledge that you have thorough experience and it’s good to help people that are starting and then educate them and move them on to bigger and better things.”

Helping Clients Achieve Their Goals

While Kylie Timms and Belinda Walters have had plenty of experience in property, they didn’t follow the traditional path to becoming buyer’s agents.

The pair currently operate Location One – a successful buyers agency in Brisbane – however, they come from diversified industries. This is something they feel not only sets them apart but adds huge value to their property acquisition process.

“We have a slightly different background to most, however, collectively we have had property experience through developments and renovating properties. Kylie has had a wealth of experience in customer service and Belinda has enjoyed a distinguished career in the business sector.”

“Customer care and our high-level service offering is something that is incredibly important to us – making sure that we provide our clients with outstanding customer service. We provide our clients with the best options for them, and really focus on their property goals and helping them buy a great property at a great price.”

Both Kylie and Belinda were highly experienced in property before embarking on a career as a buyer’s agent, which helped the transition.

“Over a period of 12 years, Belinda renovated and sold 8 properties, and became a go-to person within her family and friends who were seeking support and advice when buying property.”

“Kylie also had a wealth of experience in renovating and together we saw that there was a gap in the market. The real estate salesperson is on the seller’s side, but we identified a gap where someone was representing and supporting the buyer.”

Location One focuses on finding properties in the Brisbane area and work with all types of home buyers and investors.

“We cover all aspects of the Brisbane property market. Our strength is uncovering a lot of off-market property, buying in really good areas that have good potential for strong capital growth. When looking for our investors it is important to find properties that are in good demand areas, that are close to public transport, have a good network of infrastructure, positioned in good school catchments, and return a strong rental yield.”

After an extensive period of research, Belinda and Kylie launched their businesses and managed to get things moving through referrals.

“We were very confident in our own abilities because of our previous personal experience.
Initially, a lot of our clients came through referrals and recommendations from people we knew, however, these days, many of our clients are repeat clients or come from our strong industry referrals.”

Despite being in business for more than five years, Kylie and Belinda wanted to continue to improve the way they operated their business and reached out to BAI to look at improving what they were offering.

“You’ve always got to look at yourself and how can you do things better. It’s about looking at new ideas, being open to new ways of doing things, and keeping ahead of the market and industry trends.”

“Ben grew Cohen Handler into one of the most successful buyer’s agencies in Australia and he’s a wealth of knowledge along with being a good guy.”

Going forward Kylie and Belinda want to focus on being the best they can and continue to help clients.

“We’ve never wanted to be the biggest. We’ve only ever wanted to provide the best quality of service and product. So for us, it’s all about being a leader, being an innovator, being somebody that is highly regarded, not only in the industry but also with our clients.

“It’s about doing a better job, delivering outstanding customer service and improved satisfaction for our clients. We don’t want to grow bigger as a company, we just want to get better and be highly regarded in the industry.”

Kylie and Belinda feel a career as a buyer’s agent is perfect those who genuinely want to help people and love property.

“It’s a fabulous industry if you go in with the right intention of helping people to buy good properties and do it smartly. There’s plenty of opportunity for people who want to do it and want to do it well.”

Becoming a Nationally Focused Buyer’s Agent

Buyer's Agent Arjun Paliwal

In a short period of time, Arjun Paliwal has been able to grow his business, InvestorKit, into one of the most well-known and successful buyers agencies in the country.

For Arjun, a passion for property and knowing how it can help change people’s life has been at the forefront of his journey. Arjun initially started investing in property when he saw how it was able to help those around him.

“Seeing family do it, other customers that I’d work within the banking industry putting together a portfolio, just seeing the success of it and in terms of lifestyle, the flexibility of lifestyle, generational wealth, being able to just have a bit more to do with your time, those are sort of the starting factors that were the appeal for moving into property investing – generation of wealth, freedom of time.”

His early investments started like most, with his family home, before quickly expanding his portfolio over time.

“The early investing in property started like most where we’d buy a house to live in and once that occurred it was something where myself, mum, dad and my wife all came together to purchase that first property.”

“And then that slowly turned into just this moving up from there, investing for a bit and turning that into an investment property where my parents stay there. And from there I sort of got familiar with the idea of buyer’s agents and used some as well. And then after that, I started really putting together a bit of a strategy, plan of attack.”

“I learned about what not to buy, what to buy, through experience and really made it my focus to start expanding the portfolio across different parts of the country. And that’s where sort of the portfolio really took off and over a timeframe of basically three years is where the portfolio really gained on a lot of momentum.”

Arjun focuses on a research-driven investment strategy that identifies opportunities across the country and also between both residential and commercial property. He also invests in both regional and capital cities to achieve a combination of growth and cash flow always with a minimum rental yield in mind.

This is the same approach he applies to his business as he helps clients build a portfolio that is both diversified and balanced between both growth and cash-flow.

“Far too often it becomes a cashflow verse-growth for people. For me, that means not going to the extremes of one or the other, not going to such low yields that you’re fingers crossing too much this property and not going to such high yields that you’re in the middle of nowhere trying to just fingers-cross the growth.”

“And so that’s where our strategy came in – taking a more balanced approach to it all to go, “How can I still add without sacrificing whilst adding properties? But then also, how can I achieve that growth?” And I feel it really comes all together when you start spreading it across different parts of the country, not focusing just on one city and sort of hoping for this one place to, through all time periods, do everything well.”

While Arjun has been able to grow a very successful business, like most, he started slowly and built momentum over time while expanding and improving all facets of his operations.

“It started from the humble beginnings of just myself doing a bit of everything to then start going to expanding out to build a team. And having the team around us has allowed us to create such systemization that it’s actually better for our customers in terms of knowing that we’ve got asset selection, asset review always happening.”

“We’re always reviewing property, always reviewing research. And that’s really what our clients want that support for. They want someone who’s got enough of a structure to go, “Well, you’re not too big where you don’t get to support me in a tailored way, but also not too small where one person’s trying to be the accountant, the researcher, the buyer, the operations manager, the receptionist and everything all in one.”

“So we feel real comfortable with the growth of that and so our customers are getting really that level of service that they deserve and from our level as well it’s also crafted a pretty good team and business together.”

Arjun chose to get a better understanding of how to operate a business and build these types of processes through the BAI. He believes it was learning how to run a business that was one the keys to his success.

“The concept of business and the concept of buying property are two different things. I felt very, very capable with buying property, I felt very, very capable with genuinely wanting to help people through service delivery, but I didn’t quite, I guess, have the patch in the middle, which was putting it all together. How do I run a business, service people appropriately and continue to work towards my strength of buying them the right property?”

“Ben’s program really helped with that. But as well as the ongoing mentoring and support and the community, you feel sometimes in a buyer’s agent business it’s maybe one of you, one of two, one of three maybe, but when you’re in the community it’s one of the hundreds where we all get to learn and talk and share and help each other with sticky scenarios. And I think as a result that’s what it’s really done for me.”

Looking forward, Arjun is looking to continue to help clients build wealth through property and at the same time expand his ever-growing business, which currently has multiple employees and contractors spread across every state in Australia.

“Firstly I want to move from your localized thought leader to sort of being a national thought leader that’s recognized on a larger scale. And I feel that would be the first major goal of us internally as a business. Other thoughts are to be able to just continually help serve more people and that does mean expanding the business that little bit more. And then the third part is just about how we can continue to work to our strengths, which is scaling a portfolio for people.”

The real measure of success for Arjun and his team are building a relationship with people and having them keep come back as repeat clients. He feels that when your goal is to build relationships with people and move away from simply doing transactions, then you’re business is truly on the right path.

“Every single month that goes by, we have more clients who are coming back repeating and buying multiple properties. I think in five years I just want to be able to look back and see a journey of so many households and so many families where they’ve been actually able to achieve what they set out to achieve, which is scaling a portfolio multiple times over.”

Have you considered turning buying property into a career?

#14 – Why You Have To Follow Your Heart – Not The Money With Luke Bailey

1. No One's Crazy

It’s a false perception that the measure of somebody’s success is only dependent upon how well educated they are. People choose different career paths, some of which do not require formal education. Mr. Luke Bailey, who is a prominent property investor and Buye’r Agent in South Australia is one such person.

Originally from a town near Adelaide. Mr. Luke was never a studious student.  Forced to do a trade that didn’t require study, he decided to become an electrician right after his 17th birthday. He worked in this profession for about 12 years after quitting it and following his passion that was property investment. Now, he has a significant property investing history.

His passion for property allowed him to transform his career to become a Buyer’s Agent in Adelaide. Now he runs his own Buyer’s Agent company called Fourtier. Luke has generated north of 6 figures by buying investment properties and also doing development projects. This is a great achievement from somebody transitioning from another carrier.

His mentor was his father who advised him to save up and invest in property or shares. His first purchase was near his hometown of Adelaide. It wasn’t a good investment but he still owns that property. Its price has gone up over 7-8 years. The good thing was he started investing in property.

The Strategy

The strategy Luke used to build his portfolio was understanding that capital growth is great but manufacturing acuity through development and renovation projects is also important. This is something he learned through experience.

His portfolio ranges over Tasmania, Queensland, Adelaide, south coast, Brisbane, and Hobart. His focus has remained in South Australia.

Change

Transitioning into a new career

His career as an electrician was partially forced due to average performance at school. Back then he was focused on job security and earning a decent amount of money.

Being an electrician paid well but in his opinion, it’s a money trap. You have to live away from your family, 3-4 weeks at a time. In his late 20’s he realized that this is not for him.

He had a passion for the property business but never wanted to become a real estate agent. The idea of cold calls and knocking on doors didn’t really appeal to him. He was much more interested in buying property.

Not coming from a sales background wasn’t a problem for him. He believes that sales are leaned through a process. His unique selling point was using his experience as an investor to bring value to the buyer. A Buyer’s Agent in Adelaide has to be a problem solver. You have to solve the issue of time or stock for your client in order to be successful.

Buyers Agents in Adelaide

Luke now buys property for people all over Australia. 50% of his clientele is from South Australia and the rest are from Sydney, Melbourne, Brisbane, etc.

There are not a lot of buyer’s Agents in Adelaide. The lack of competition is a trap. It makes you complacent and you might not give your 100% effort.

Now, he is focusing on investment properties and development sites. Along with that, he does renovation projects which are usually 6-12 months long. There are not many auctions in Adelaide as compared to other parts of the country. It’s more like private sales.

He also offers project management for renovation projects which includes development approvals and subdivisions. Renovation projects came naturally to him as he is from a construction background.

A man looking at a whiteboard of options

Challenges of New Business

The construction life is difficult, long hours, staying away from home. The transformation for him running his own business has been huge.

Running a business is always challenging. The most challenging thing for him is client management. The transition from working with tools to now managing client has been challenging. Similarly, marketing and sales have been something he has had to learn and master.

Things do not always go to plan. Sometimes you are unable to close the deal. Luke’s priorities were understanding buyers’ needs and seeing if he will be helpful to him. He has done a lot of personal development courses for self-learning. He believes that life is a journey of education.

2020 Goals

Luke has learned that you can achieve more than what you think you might. We all have limitations in our minds which are there through our past experiences. But you can achieve 100 times more if you believe in yourself

He aims to be involved in more development projects around Adelaide. That is what he like the most. He also wants to educate more people in opting for a career as a buyer’s agent in Adelaide.

Listen to the full podcast below

Have you considered turning buying property into a career?

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If You’re Good Enough, You’re Old Enough

If You're Good Enough, You're Old Enough

Henry – James Single:

Oh look, I think I’ve been doing it for a while now. And, um, I’ve had the, you know, the, the awesome sort of experience of working with a lot of good operators like yourself and then are doing a little stint on, on the sales side as well. Um, worked with, you know, some great operators there like Rick [inaudible] and Patrick Cosgrave and a little stint at, um, it feels fans of Donnelley as well, which a lot of people would be familiar with. So that’s been of great use to me moving forward as a buyer’s agent, especially for the primary residence business, um, of the business. Um, so yeah, it’s, it’s been good.

Ben Handler:

Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness around the career opportunities that the buyer’s agent sector is providing to people who want to get into real estate to bring a rareness around the value that buyers, Aiden’s provide people who need help buying property. The goal of the show is to strip back and dive into the opportunities, the stories, the journeys of remarkable buyers agents who are paving the way forward. In one of the fastest growing career sectors in real estate in Australia right now. Our guest today is Henry single. Henry and I go way back. He has been working in real estate. Eight years is a young guy. He’s 25 and that’s when I started my business Cohen handler. However, he has a great story. He’s a country boy from Dani du. He started off at my former company Cohen handler where he was a buyer’s agent.

Ben Handler:

He then over time work to other companies and also transitioned into a real estate agent role. So he’s got a lot of experience working on the buyer’s side and the selling side. The most exciting news is Henry has now gone out on his own. He started his own buyer’s agent business for 2020 it’s called pivot advisory. Check him out. He is specializing in PPOR, so principal place of residence investment buying. He runs a borderless investment model, so he’s buying property across different States for investment purposes across Australia. Henry’s got a very strong work ethic. He’s already got a lot of clients already locked in, ready to go for 2020 today. I’d like to introduce Henry Single. Welcome Henry.

Henry – James Single:

Thanks for having me.

 

Ben Handler:

Made it so exciting that we’re sitting here now and I remember when we first worked with each other back in the Cohen Handler, the days and to see you now eight years later running your own business made it’s, it’s awesome.

Henry – James Single:

Well, yeah, it’s all because of you Ben. S

 

Ben Handler:

Oh, come on.

 

Henry – James Single:

No, but I really think and I actually feel that it’s inspiring seeing people like you who you get in the trenches, you learn the ropes earlier on, you’re 25 it’s a similar age. When I started my former business Cohen handler, and it’s just, it’s inspiring seeing entrepreneurs like yourself get out there and make it happen. But I don’t look at age as anything in terms of it. For someone who is 25 years old to have already worked in real estate eight years as a buyer’s agent, as a selling agent. So you’re understanding the, the psyche of how buyers work, how sellers work. You bought property in different States for clients for investment, you’ve done the PPOR like you’ve, you’ve gained a lot of I think, knowledge experience with which I think a lot of buyer’s agents who are potentially even age don’t have.

Yeah. Look, I think the, the, the time that I spent on the sales side was invaluable to me as, as a buyer’s agent and progressing and flourishing and becoming a more, um, mature agent just in the sense that there’s a lot of valuable insights to gain from being on the sales side, even if only for a short time. And it’s something now that I’m implementing into my new business, um, you know, to a prerequisite to getting a job there. Now pivot advisory that you have to have been on the sales side for a minimum of 12 months. Um, so, uh, I think it’s something that sort of sets us apart from a lot of the other buyer’s agents out there. I like that. I’m just curious. So you obviously said, you know, he learned a lot working on the sales side was instrumental, but part of your now hiring policy.

Ben Handler:

So part of your recruitment is people who’ve worked on the sales side. Why is that?

Henry – James Single:

I haven’t listed the selling, I just, I’m just curious to understand why that is. So I think it’s just, it feeds into our negotiation strategy or certainly feeds into my negotiation strategy and this is something that’s not, um, confined to the ACE and suburb did something that’s universal across any sort of real estate transaction in Australia and something that I’ve used time and time again, but it’s more, it’s kind of, it’s like when a real estate agent says a certain thing to you. I think back to when I was a sales agent and I think, okay, when I’d say that to buyers, I’d be trying to evoke this reaction or steer them in this direction. So it’s just really valuable information that you can then use to benefit the client essentially. So I just think we’re really well placed, having experienced as sales agents to um, you know, to now better service our clients as buyer’s agents. Yeah, it makes sense. I mean, it’s invaluable. I think the, the way your conversations would be structured dealing with real estate agents, I mean, yeah,

Ben Handler:

You know, how they talk used to be one and as you’ve got a team of buyer’s agents who are on that side, I mean it’s,

Henry – James Single:

it’s effectively, it’s going to help your clients get better outcomes. Yeah, exactly right. And I think having banners, sales agent, it helps you, um, understand their process a lot more. Um, and I think that the biggest piece of advice for any, um, buyer’s agent going out there now that I could give to them would be just, um, have respect for, for real estate agents because without them, essentially our, our job wouldn’t exist. So I think that’s something that I learned being on the sales side, how you come across as a buyer’s agent. And it’s something that I’ve then subsequently worked on and it’s been really effective for me. Um, I think it’s maybe one of the, our biggest, our strongest points is, is our, our relationships with the agents. Um, so yeah, it’s been, it’s been pivotal for, uh, for our business. You mentioned the word respect for agents or respect and that resonates because you, we need to have respect as a buyer’s agent.

Henry – James Single:

You know, respect means when you go to an open for inspection and you leave, you call them and give feedback. Right. Did you have buyers agents coming through your properties? He didn’t call you back. Yeah, exactly right. And I think um, there’s a temptation sometimes to buyer’s agents to, to paint them themselves as good and, and the real estate agent is as able, which is just not necessarily the case. Everyone’s got a job to do. We’re representing two different sides of the transaction. So it’s just something I really noticed when I was a sales agent, the way some buyer’s agents would come across and it just doesn’t, it didn’t really resonate or gel with me well at the time. So it’s something when I flipped back to the buyer side as something I was really implemented in my business. Yeah. I remember when you were working at back in the Cohen handler days and you, there was a time where you were focusing in the Western Sydney cause we’re buying a lot of investment properties there and I thought it was incredible how you able to go into a new market because you’re not from there.

Um, and really learn about a new market, not just learn market intelligence on properties but also new real estate agent relationships. Starting to build a network there. I guess starting your business now, do you feel like you’re having to learn new areas? I know you’re opening up the doors to buy investment properties in different areas. Do you feel like you’re going through an educational process now about learning about new areas or are you keeping it super tight in areas that you’re familiar with? I think there’s things that you can take away from transactions that are universally applicable, but what you’re talking about in terms of going into a new area, I think, uh, the key thing there is just to be super, super hungry for, for new information.

 

Ben Handler:

And again, just looping back around to the real estate agents, they’re a fantastic source of, um, you know, what are the best streets? What are the best areas, um, why is this property not perform or sold for less than, than, you know, a comparable property on the same street. So I think, again, you’ve just got to, um, you know, really use our relationship with, with real estate agents and it’s, it’s, um, you know, there are some of the friendliest people in the world so they’re not difficult to get along with and they’re not difficult to chat to. So, you know, I think we’re so lucky to, to speak to some of the friendliest, happiest people in the world every day. It’s great. And you know, I obviously you’ve been doing this show for a while now, speaking to a lot of buyer’s agents. And it’s interesting talking to you because your placing, which I think is incredible, such a strong emphasis on real estate agents and the relationships and I, it’s at, that’s what we need.

Henry – James Single:

They, I mean, they don’t need us. They’ve got buyers coming through their door. We happen to be representing some of the buyers but they don’t need us mean. We actually need them a lot of the time. And it’s great how you talk about the word respect and just the importance of, you know, establishing and nurturing realization relationships. Absolutely. I think without, uh, you, you know, you don’t get access to off-market listings as much, um, you don’t get in the in the door before it’s been, um, you know, before it’s been officially signed or you don’t get the tip off about something that’s coming up unless you have those strong relationships with those agents. So it’s just so important. How do you notice, and maybe is there anything you’ve noticed like starting back at the Cohen handler days when, let’s just say there weren’t that many buyer’s agents in Australia, especially in Sydney and new South Wales, and hearing about maybe dealing with potential clients around what they thought of buyer’s agents.

Ben Handler:

How would add value? Have you noticed a shift from let’s say seven years ago, eight years ago or five whenever the time is till now around the demand and the need for buyer’s agents?

 

Henry – James Single:
Undoubtably I think when I, when I first started with you at, at Cohen handler, um, the biggest sort of challenge that we faced was actually educating the client on what a buyer’s agent is and how they operate, how they charge. Whereas now over the last, you know, eight years that I’ve been doing this, um, I’ve noticed a big shift away from that and more now towards, okay, we know what a buyer’s agent is, we know roughly what the benefits are. Um, you know, let’s get going. So it’s a lot easier I think to, to get business now as opposed to to when I originally started. And I think obviously matured a lot as an agent since then as well, which, which feeds into that also.

 

But yeah, there’s been a big, big consumer shift over the last eight years. Do you think because they’re more educated in the, in what we do and the value we provide or do you think it’s just because they may be just want to outsource more now just with the speed of technology around the other parts of their lives? Like, you know, you want to get food, you go buy, you want to get laundry called laundry, laundry up, everything’s the tip of finger. Now, what, what do you think of the key drivers as to why really they’re more receptive to buyer’s agents now? I think everyone’s situation’s unique and, and you know, you can provide value as a buyer’s agent in different ways to different customers. And I think it’s important to remain flexible in that. In that sense, I don’t think, um, you know, we have lots of different ways of charging, some creative ways of charging, um, and some creative levels of service.

 

So I think, I don’t think it’s ever right to put one way of doing business forward to the consumer. Um, you know, it’s nice to, uh, leave it up to them as to how they, um, what to work with you. So I think, um, yeah, it’s, it’s important to remain flexible in that sense. Yeah. Nice. So starting a business is never easy and I’ve started quite a few. And even when you’re running a successful business, it’s always challenging. Like with just life itself, there’s always challenges. What are you going to do anything differently this year, now that you’re running your own business? Like is your morning routine changing? Is is anything that you are going to put effort in, in making a difference in now that you’re effectively out on your own running your own show? Yeah, so an interesting thing that I’ve done is I’ve sort of split my business into two silos.

Ben Handler:

I think it’s really important, especially when you’re dealing with property. It’s the, it’s the largest financial attraction, uh, personal financial transaction that the most people will make in their entire, so I think it’s important to deal with the specialist. So I think the primary residence side of the business and the investor side of the business are two separate clientele and there’s two separate dialogues around it and sort of two separate needs and wants from those consumers. So I’ve split my business into, into two silos. They fall under the same banner, um, but there’s just experts in both fields that are going to service the clients, um, while servicing the clients. So, um, I think that’s really important as it’s something that we’ve, we’ve done differently to how we’ve operated in the past. Yeah. Nice. So the focus for pivot advisory this year, do you think, if you were to look at, if you were to look forward and, and then see all the transactions you’ve done for your clients, let’s say, let’s just pretend we’re December 20 now, 30 Christmas again, would you, would you think that the majority of your transactions are investment or PPOR?

Henry – James Single:

So I’m a very goal orientated person, so I’ve got a really clear idea of exactly what the splits are going to be between primary residence and investors. And I’ve got sort of the first 12 months and beyond mapped out in terms of like financial forecasting and what I need to break even. So I’ve never really felt more prepared for, for anything. But yeah, to give you a little bit of an insight, um, the, the goal of this year is for 40 investor transactions and 30 primary residence transactions. So nice. Um, which is a little bit on top of of what we did last year, but not too much of a stretch that it’s unattainable. It’s great. And that’s one of the, I mean you’ve been in the game eight years so it’s not like you’re fresh, but some are some of my students who are really experienced at buying property who are going out on their own.

Ben Handler:

I mean they’re new to running a business. They’re also new to begin being a buyer’s agent. I mean it’s just amazing to see you like come out of the Gates, you’re clear on your forecasting on your goals and I’m sure you will nail your goal of 70 transactions in the year. I mean, it’s just awesome to see someone at your age get out there, run your own business. And really, I mean it’s, it can be a very profitable business that we run, right? Absolutely. Like if you’re not going hard on paid media, you got your business partner referrals. Like I know you do. You’ve got your mortgage brokers, your financial planners, accountants, real estate agents, et cetera. Going, it can be a really, I think, low overhead, high profit business. Absolutely. I have to totally agree with you. And it’s just something that has proved itself year and year time and time again over the last eight years.

Henry – James Single:

For me it’s um, you know, it’s, it can be a really lucrative business. Yeah. But you’ve got to work hard like with anything, right? Yeah. You’ve got to work hard, but it does provide flexibility. Absolutely. Yeah. It can. I think it can be a lot of things to you. It, it can be something that you grow as, as you’d be well aware into, you know, an eight or nine figure business or it can be something that provides, um, uh, you know, different lifestyle for you, but it’s still a quite a lucrative income. I think it’s just more what, what you wanted to be, um, if that makes sense. Yeah. Agreed. And so you’re obviously country. Boy, did you have any plans of buying re like regional or getting into any, into any of those style of country towns down the track or you saw, I’ve got some, a few properties myself.

Ben Handler:

Um, one of them is in a regional location, not too far away from, from home. So we went in there a couple of years ago now and it’s, it’s been a good investment for us, but yeah. Excellent. That’s awesome. So is it just yourself or if you’ve got other team members already? So I’ve got myself as the owner of the business, um, and then I’ve got three staff working with me at the moment. I’m believable kicking off 20, 20 new business, 25, three staff working with you. And if are they BAS or are they just support roles or, so one Helen’s more of a standalone BA. Uh, and then I’ve got Oscar who’s, who’s growing into, uh, a Bay, uh, he’s just sort of doing a lot of sourcing and, and that sort of, um, nature of the business for me at the moment. And then I’ve got like a, a part time sort of research associate who knew he, I know he, that’s nice.

And so any other plans this year as part of your growth plan to get more staff and you’re just gonna keep it as it is? I think I look at, I’d like to add one or two more staff by the end of the year, but I want to be able to support them in the, in the correct way, uh, and, and sorta help them get business and give them business. So I’m going to do it when the, when the time’s right. Not when, not for the sake of, of adding staff. So, yeah. Nice. And, um, I mean I’m, I’m a bit out of touch with, with ma, I mean market pricing and all that stuff. At the moment I’m not running a buyer’s agent specific business. However, I’ve, I’ve heard around Sydney that in some areas the prices are like back in 2017 are you seeing that or is that a bit of nonsense?

Henry – James Single:

Uh, I think so. It’s hard just to, um, to paint Sydney with such a broad brush. Um, there’s so many different sub markets and you know, they, they, uh, react and, um, they react in different ways to market forces. So I think places like the Eastern suburbs, um, even within that and within this and suburbs at different submarkets as well. Um, but I think certainly some areas of have been hit a lot harder than others. Um, I always sort of use, uh, Alexandria and, and uh, botany is a bit of a, a poster by, of oversupply, which I think was, was hit reasonably hard in the, in the last sort of, in the most recent downturn, um, by places like double Bay in Bellevue Hill where um, supplies tight, they’re not really making many more apartments. I think they’re, they’re always, um, seem reasonably resilient to those external market forces.

Ben Handler:

Yeah. And the places like double Bay, I’m assuming Bellevue Hill or pots point or wherever where stock is tied, I’m assuming that’s where your agent relationships come handy for off markets, pre markets, all that stuff. Right? Yeah, exactly right. We’ve turned our focus, uh, in the last couple of years more towards the beaches. Um, so like Bondai down to Maroubra, I think it’s a good price point. The clientele down there, um, you know, uh, a nice and always really grateful for the, the work that you do. So, um, that’s been transformational for, for our business, the primary residence arm. Anyway, so let’s talk about quickly primary residence. What, what’s, uh, is there an average time frame that your from sign up, the signup of the client to exchange that you have any data on, around what the time is taking you to, to buy? Yeah, so that’s something that we, we track pretty closely just to get an idea of, um, you know exactly how, how profitable is a certain brief is, which I think is something to, it’s something that’s important to monitor as a business.

Henry – James Single:

Um, so where typically sort of four to six weeks, um, which is a little bit shorter I think than, than some of the, the other guys out there. But I think it’s kind of like the old saying, you know, the harder you work, the luckier you get. So the harder you work, the more properties you can produce, the more opportunities you can walk the client through. And then that in turn makes it easy for them to make a decision at the end of the process. If you’ve been able to show them 30 options, it’s really, um, it makes it a lot easier for them to make that all important commitment to, to that property there. Yeah. Unbelievable. And I mean that’s quick in, in, in a very good way. I mean, if I was a potential client of yours, I mean I remember back in the days a lot of the clients we spoke to were looking at minimum three to four months, some a year, some two years who you are, you know, buying in less than two months per which, which is great.

Ben Handler:

And what about investment? Have you got any data on how long it’s taken you to, to nail brace for your investor clients? Usually about three to five weeks.

 

Henry – James Single:
Yeah, it’s the same thing again, it’s a, I think it’s about just showing the client a lot of opportunities, um, and that makes it easy for them to make a decision. But yeah, about three to five weeks is where we’re assuming out at the moment. And, I mean, I ask a different buyer’s agents this question, but I’m just curious to get your feedback on this.

 

Ben Handler:

A lot of the potential clients that you get in front of you want to call them prospects or whatever we labeled them as, why is there, why is there a common thread as to why they’re coming to you that you see? Like is it predominantly time poor? Is it maybe they’ve had a tough time with real estate as they are looking for more access to stock?

Is there like a common theme that you notice or is it pretty spread out? I think, uh, yeah, it’s uh, it’s pretty spread out.

 

Henry – James Single:

Um, it’s all just as unique as, as their own sorta their own story. They might’ve had a, you know, a situation recently where they missed out on auction, uh, at auction or they might’ve been, um, you know, looking for six months while the wife was on maternity leave and she’s gone back to work and they can no longer juggle it all. Um, so there’s any number of reasons. But yeah, I think getting access to stocks important because there is a lot that that trades off market. Um, and you know, if you’re spending two or $3 million, not by any stretch of the imagination is it is a pocket chain. So I think naturally people want to make an informed decision when they’re spending that amount of money. And a huge part of that is, is having access to every single option that’s available to you. It’s, it’s, it’s, it’s a big one.

And I think, um, it’s interesting just to see the, the direction that some buyer’s agents are going now with this national also investment style of model. I’m seeing a lot of that happening where buyer’s agents are identifying whether it’s just one state or whether it’s a few different States to diversification and they’re really, uh, finding key suburbs in these geographic States. And then they’re looking to really purchase properties for their investor clients. With this kind of like borderless model, what do you like, what are your thoughts on that?

Ben Handler:

I think it’s, it’s, uh, it’s amazing and such a key part of our business. And from a, an onboarding point of view with a prospect or as you say, whatever label, um, you know, people want to give them, I think it’s, it’s, uh, you know, it’s, it’s very easy from a business perspective to onboard those people because the, the ability for them to go and do it themselves is somewhat limited. Uh, it’s very difficult to, to buy in your local market, let alone buy nationally. Uh, but if you want to get access to the best investment markets and the best, uh, investment opportunities, I think you do need to take her a national approach. Otherwise you’re missing out.

 

Henry – James Single:

Yeah. And just, it’s just more options for the client.

 

Ben Handler:
Correct. That’s what it comes down to. So last question, you around in your own now I’m just curious like what advice do you, you know, I’m passionate about seeing people transform Korea. I came from a corporate role. I was an employee, got out of that program, started my own business and started many businesses after that. But a lot of people get caught in the employee grind. Right. I’m like, what is your, what would be your advice to people who are kind of, you know, even guys your age or whatever, who, who was, who was stuck doing work that they don’t like, um, they’re not really connected with around having the courage to maybe look at something else where they can take more control of their life.

Henry – James Single:

I think probably the biggest piece of advice I pass on to those people and to, to put it quite bluntly, is you’re not a tree. Just get up and move. If, if you’re not happy and you’re not satisfied in your work, you spend so much time at work over your entire life. If, if it’s not satisfying for you, then just hop up and move. I love it. Short, sharp to the point. I think that’s a lot of, I’ve posted them on Instagram about that before. I love it. Before we finish up, where can people find you? Uh, so they can contact us. So on a our one 300 number, which is on 304 Oh two four two four a or you can just reach out to me via email, which is just Henry at pivot, pb.com. That AAU awesome having you made. It’s, it’s, it’s great to, to be sitting here with you while you’re running your own business. I love seeing people run their own businesses made and get out there and do their own thing made. So congratulations. Thank you van. Thanks having

Ben Handler:

before we, um, finish up. You know, it’s for me, as I just mentioned, just sitting here with Henry who is now running his own business. I love seeing that. I love seeing people take ownership control of their life so they can actually control what they want to do. They’re not at the flick of the switch destined by someone else. I say this and we’re downsizing now. Off you go. So please check out Henry where he directed you to. Henry’s been doing this for a long time. He’s worked as he said, a selling agent and a buyer’s agent and he’s bought property himself. He specializes in different States, not just within New South Wales for investment purposes. He’s specializing in PPOR within Sydney, I’m assuming, within the inner city. So check out Henry. Inspiring story. See you next time.

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