Buyers Agents are on a mission, and that is to facilitate people in purchasing residential and commercial properties. Individuals, couples, and business owners are continuously looking to expand and improve their living facilities but not all have the liberty of investing extra time and effort for property stock evaluation.
The same was the case with Craig and Drew Hale. Both are entrepreneurs and with 2 daughters who worked with Rachel, a buyers agent. Rachel helped them to buy their home as they wanted to expand their living space.
Perks of using a Buyers Agent
Craig and Drew used to live in the United States. When they moved to Australia, they wanted to buy a new property. Since they had daughters, ran multiple businesses and had a shortage of time, going out and looking for properties was out of the question for them.
The idea of a Buyers Agent is well known in the US and so they decided to look for one. They were introduced to Rachel through a mutual friend. They had no doubts about her abilities as she came recommended.
As they are businessmen themselves, they always seek the advice of experts. Buying property is a big decision and it is ill-advised not to take help from someone who works in the industry. They didn’t realize that Buyers Agents were specialized in certain areas. Luckily for them, Rachel had experience buying properties for previous clients in the same area as they were interested in. That turned out to be invaluable for them.
Buyer’s Agent Fee
Some people consider the Buyer’s agent fee as an extra cost in the buying process and try to avoid it. When asked the same question from Craig and Dave, they said that they had no objection paying the fee. The fee is a small percentage of the total price property.
The reason for that is the level of trust that Rachel developed, her calm personality, and the amount of stock she had available was no match for the fee. In their opinion, if you don’t utilize a Buyers Agent, you end up spending more than the fee if you are emotionally attached to the property. Rachel provided access to opportunities and properties which they did not know of.
Another advantage of using a Buyers Agent is that they know the narrative put out by the sales agent. They know the tricks of the trade. Some sellers are more motivated to sell due to certain reasons. Knowing those helps buyers save a lot of money on the deal.
Using a Buyers Agent eliminates the stress that someone is playing a game on you. The thing to realize is that vendors and real estate agents are also people, you have to bring humanity in the deal. And that is the job of the Buyers Agent.
When asked whether Craig and Drew would use a Buyers Agent in the future, their answer was yes. Having connections, knowing the right value, having access to the property, are some of the added advantages that Buyers Agents bring to the table.
Someone did represent you because you’re always dealing with, you know, the seller’s agents, obviously representing the seller and we’ve sold properties before and you just, it’s, yeah. You know, you know that they’re not doing the buyers any favour. So, yeah, everyone, it makes sense.
Yeah. It’s, it seems, like a no brainer.
Hi guys, my name’s Rachel Cruz and we’re standing inside Orange Theory Fitness at Potts point. The reason why we’re here is because I really just wanted to acknowledge, my, my recent clients, Craig and Drew who happened to be the owners of this stub, this are very successful establishment. we’ve just had a really, I’ve really enjoyed working with these two amazing gentlemen and just wanted to let you say hello and share a little bit about a story. [inaudible]
Thanks. I’m Craig. And this is Drew. we’ve been working with Rachel for just under three months now. We engaged her to, help us buy a home as we’ve got, two young daughters and we needed to move and expand our living space. and we were recently successful just a couple of weeks ago. We purchased our home and moving in in the new year, which we’re very excited about and it’s been a great journey working with Rachel. So happy to share more about that.
Well, here in the studio, I’m just wanted to really share a little bit more about the journey. Me being a buyer’s agent in the industry for many years. but I always like to get curious about the client’s perspective and hear from their side. So, I thought I would, you know, take this opportunity to delve into a couple of questions. Hope, lids relevant. Craig, Andrew, we were introduced by a mutual contact. Do you mind me asking in terms of what actually, you know, what did anything happen particularly? Was there a situation that unfolded that prompted you to, you know, engage the idea of using a buyer’s agent?
Children, multiple businesses, no time.
I think, I mean, I think there’s a few things which probably influenced our decision to do it. Number one, we’ve, we’ve lived in the US before. We have a friend who’s, in real estate over there. It’s very common practice to have buyer’s agents over there. And we always thought, why did they do that here? It makes so much sense. the other side of it is, you know, running our own businesses, you make some big decisions and every time you make big decisions or financial decisions in business, you always seek the advice of someone who’s an expert in their field and you happily pay those fees. So, this is a big buying decision in our personal lives. So it seems crazy that you wouldn’t actually engage the assistance of an expert.
Someone to represent you because you’re always dealing with, you know, the seller’s agents always. You’re representing the seller. We’ve sold properties before and you just, it’s, yeah. You know, you know that they’re not doing the buyers any favours. So, yeah, you’re right. It makes sense.
Yeah. It’s, it seems, like a no brainer. Plus we’ve got two young kids, we’re really busy. We their businesses, and we didn’t have time or the desire to become experts in property in the areas that we wanted to look in. People said thus kind of weekend studies. I’m like, God, I’m trying to look good.
I remember when we first caught up. Did you guys spend a bit of time trying to look? We didn’t, yeah, it didn’t even get around to that.
No. We’d, we’d spent time talking about getting a buyer’s agent and I’d had an introduction to another buyer’s agent before, but we weren’t ready to buy. And so, when we were getting closer, we spoke to a friend of ours who then referred us on to you and…
And I remember on our first meeting. and I really want to feel safe to be very honest. I’d be curious to know like when we were just engaging. Did you have any concerns or doubts?
No, no, I think, I think, the fact that you came recommended to us, you came to our office at a time that was convenient to us, which was obviously difficult to arrange. And I, you know, I was a bit naive too. I didn’t realize that there were, you know, buyer’s agents specialized in certain areas. And so I think that was quite lucky that I did ask my friend who sort of was within the industry who recommended you because he knew that you specialized in that particular patches were looking. Yeah. So obviously that that’s turned out to be invaluable from my perspective. I think also your, you’re very calming Rachel. You are very good listener and I think you immediately, set a very relaxed, you know, come sit up, sit us up for a very relaxed, calm relationship and trusting as well.
And you were I to read out dynamic as well, which is obviously, you know, two very, very headstrong personalities. Headstrong.
Well, I wouldn’t say stubborn. I work with couples a lot, steady thinking. I was gonna say that. Yeah.
In terms of when I meet with clients for the first time, you know, there’s obviously it’s a big decision. it’s a huge amount of trust and I guess, yeah, it is trust and confidence that is this the right fit to work together. and I think a huge objection is typically, if I do come up against an objection, it’s normally about the fee. You know, you’ve never used a buyer’s agent before. but we’ve gone through the motions together. Now, do you mind me asking, based on your experience of, well actually first did you have any objections with my fee and then looking back now, any views on that?
I look, I personally didn’t have any objections, because I think maybe I’ve been conditioned by, you know, having to spend big sums of not big Sam, sorry, correction, what might be perceived as big sums of money. For some, you know, it’s like a muscle that you exercise in business and you kind of get a bit lax about it, which maybe is not a good thing. But I also could put it into perspective that the fee rate in reality is, you know, being a small percentage of the total price of the property. But now I feel like I could easily have spent that amount of money and more by either making mistake and buying the wrong property or overpaying for a property because I became emotionally attached to him and Andrew acted impulsively. so to me, I can really justify it.
I think it’s a, it’s, I don’t think it is expensive. I think it’s, I think it’s all relative to the value that you get out of it.
Plus, yeah, I agree. I think, like I was saying to you off camera before, I don’t think, I think we would have ended up, probably not, you certainly wouldn’t have had access to the opportunities that you presented us. We just wouldn’t, wouldn’t even know about them for one. so that was, that was quite useful. But if we were factoring the value of our time in trying to find a property ourselves, whether we can say, I do say it would have, if you actually charged out those hours, it would have, we would have spent more and probably paid more. So financially we would have been a lot worse off.
And I think like, when you’re looking for that, you know, buying an investment property is very different to buying a future home and also factoring in all the short term and long term, you know, needs. I kept thinking, you know, this one’s going to be too much work for the short term. It was really important to factor that in with the decision. So it’s always, I’m balancing all the requirements
Which, which changed and you helped us actually identify things that we thought with, I think that first meeting what we said we wanted with that laundry list and what we ended up figuring out what we needed through your help was quite different. Quite different. Yeah. Yeah.
Which was, yeah. I don’t know if we would’ve got, well we may have got to that point ourselves, but it probably would’ve taken us a year, year and a half, I’ll completely, yeah. In about a good town. But I think too, if you were to look, I think people make the mistake. They might look at the, the fee as a dollar value that they’re paying right now for a service, which is I think, completely incorrect way to look at it. You need to think about, think about it as what if you were to overpay that in a property, and all the time that you have to spend on looking at and making sure you’re making a really good decision so there is value in your asset and you’re not, you know, missing something big like location or you know, exposure, et cetera.
I really, I really enjoyed refining the brief. I’m not sure if you enjoyed it, but I was just like, Oh, when I first, you know, understood what are the key requirements. and you know, things can always, they’re always fluid and you have to match the market conditions and re recalibrate. throughout our journey. Do you mind me asking, did anything surprise you guys throughout the process or anything that you learned that was interesting?
I would say off the bat just how the market actually works. Like, obviously having sold a property before, you know, the sort of narrative that is being put out by the seller’s agent. But just seeing how, you know, these properties become available, as I said, through your access to oil of your contacts, being able to show us properties that might be coming onto the market and due to a certain situation for that particular vendor, you know, they might be more motivated to sell, didn’t even know those sorts of opportunities were, they’re like, well, my only exposure was okay, you’re going to domain or real estate.com and you look and you go, you sign in, give you these pounds. yeah. And so also not having to go through that process, just rocking up at each house and going weird with Rachel and they, I come on in. Sorry. That was some things I learned.
Yeah. Yeah. I think that, I mean that I’m going, it didn’t surprise me, but I think that was one of the things which I enjoyed the most is that it was a lot less stressful because I don’t need to feel like you’ve had to play a game or someone was trying to play a game on you because I don’t think the agents even do that with you too much except for, you know, for some friendly
Banter here and there..
Just because I know that you’re credible and your clients are credible, so that that made it a really nice experience rather than, Oh, here we go again.
Yeah. Yeah. I would say that too. That’s, I liked that part of it.
I think, I think, my be digressing here, but I think a big part of what I enjoy about doing, you know, my doing my role is that I think people forget that vendors also are also people. Real Estate agents are people. And of course buyers are people. And I think when you, anyway, I just think that when you bring the humanity back to things, it’s, it makes it so much more simple and, yeah, and it’s, it’s, it’s a genuine joy to be working with people like you, I think working together. Did you feel, because I always like, I think it’s about the right, the right client for the servers. It’s, I’m, I’m the first to say it’s not for everyone. you guys are obviously, you know, very successful entrepreneurs, family people. You’ve, you know, you’re very busy lives and you bought property before, so very intelligent, savvy. Do you think, based on, I guess your experience, and everything we’ve been through together, would you, “Hey, use a buyer’s agent again” or, okay. Would you use it even though you’ve had that experience and you’re probably more educated now in the process?
There’s two, the, you know, you still wouldn’t have access to days off market opportunities. I didn’t have a relationship with 50 different agents that I’m, I wouldn’t know what the right value is. I wouldn’t know if I was overpaying and that’s not my area of expertise. So absolutely.
Yeah. I don’t think we could have built up that level of education over a three month period. Two I think. plus. Yeah, no, definitely I would advise it. Yeah, absolutely. I think whether it was a, another home for me, investment property, whatever it might be, I would, if there was one available that had the expertise and the local knowledge in that area, I would [most certainly] engage to another transaction.
You actually getting expertise. Why? For the largest purchase, you just go it alone. It does seem a little bit weird. It would be good if the market was a little mobile like American where the sellers, the sellers fee was a little bit lower. Yes. you know, so they split the transaction, what did they do? Two and two or something. But anyway, hopefully the market will move a little bit more towards that here as well. Yeah. Yeah.
Okay. No, no. Thank you so much. I’m a little bit a bit shy now, but, was there anything else you wanted to share, give advice on?
Well, the outcome is fantastic. I’m super excited, super excited. I’m excited about the move. We’re very, can you help us move?
Yeah, I’m very happy. I think it’s just been a pleasure, a pleasurable experience the whole, whole way through. And for me personally, I know drew got a bit anxious on at certain times, but for me I just was so stress free because I knew that were in good hands.
So I’m a bit anxious once. Yeah. And it was just right when it was like those hours leading up to like the transaction going ahead or not or whatever it was just, yeah.
Yeah. It was nice having a filter between any of any emotions that we had around a property, and the buying process because it, yeah, it helped me keep a little bit distance and, and you know, and also the confidence that if, if a property that we really loved didn’t work out for us, you know, there’s always another opportunities. So, yeah, I’ve, I find it really enjoyable.
Drew Keenan: Same. Yeah.
And I think also, I just love working with you. You’re a pleasure. I think you, you know, you really listened to us and, and took the time to get to know us really well. And even, even when we weren’t probably articulating very well, maybe what we didn’t like about a property. I think you are, you’re getting a good, a really good understanding and showing us properties that did fit the best.
Oh yeah. That’s why I love buying, you know, buying homes. It’s a very special, you know, stage of your lives and I’m very honoured, so thank you again. Thank you. So guys, thank you Craig and Drew and Rachel, over and out.
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Australia’s economy is booming and it truly is the land of opportunities. People from all over the world come to Australia to make their dreams come true. One such person is Mr. Sanders Muleya. His story is one of true inspiration, hard work, and persistence.
Mr. Sanders came to Australia from Zimbabwe. He was in the healthcare profession and worked as a nurse. Searching for a better future for his family, he registered himself as a nurse in Australia which he still is to this day.
In the beginning, he used to work three jobs at the same time. The crazy thing about his story is that when he landed in Australia, he just had $50 in his pocket. From there he worked day and night and after 6 years, he now has a portfolio of 16 properties in Australia.
Mr. Sanders had a passion for property from a very young age. He bought his first property at the age of 20. He now runs his own Buyers Agent business called Msisa Property. He focuses on positive cash flow properties with instant equity.
He has been helping people as a nurse and wants to continue the same mission in property management. His aim is to help people buy properties. During his first few purchases, he had used the help of a Buyers Agent. This is what inspired him to become a Buyers Agent in Australia.
Unfortunately, at the beginning of his career as a Buyers Agent, he made some mistakes and lost money on his first property.
Buyers Agent Mentorship in BAI
Sanders quickly realized that he needed training and guidance from a seasoned Buyers Agent. It is then that he joined the Buyers Agent Institute. Buyers Agent Institute really taught him how to become a good buyer agent. Mr. Ben Handler has helped him as a mentor and it has changed his life. He decided to concentrate on positive cash flow properties.
Within the first 4 months of his business, he signed 9 clients. To date, he has helped 15 clients and 10 more waiting to be helped. His business is national but predominantly works on the south coast, western Sydney, Brisbane, and parts of Tasmania. And the great thing is that this does not seem like work to him.
The majority of clients have heard his story, are professionals who don’t have time but want to invest in property. He does his own development and joint ventures with other clients as a project manager.
Perks Of Being Your Own Boss
Having served as a nurse for over 30 years and now owning his business is very liberating. He loves helping families change their financial positions and build wealth and future for them. He has been able to monetize his passion and create a steady business out of it.
He sees people stuck in jobs, employees not happy at work, can’t go for holidays. It seems to them that they have no choice.
But in the end, all that matters is how badly do you want something. If you really want to change your lifestyle, you have to take action. It is about having a positive mindset. If you don’t follow your dreams you will remain an employee. No one will do it for you
His plan for this year is a 1 week holiday to Japan and then to Zimbabwe. Then come back and serve his clients. This is the real joy of life when work does not seem to work at all.
Yeah. Well, I mean I guess real estate and property, I’ve always had a massive interest in. You know, like even since I started working from a young age, I was always interested in buying property and wanting to buy my own property and then continue to invest from there. But I guess for me it was a matter of whether or not I could do it or not and whether or not work was going to allow me to be flexible to put some energy into this and then obviously service my clients how they need to be serviced.
Welcome back to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness around the career opportunities that the buyer’s agent sector is providing people to bring awareness around the value of the buyers agents are providing people who need help buying property. Our goal with the show is to strip back and dive into the remarkable stories of buyers agents who are paving the way forward in one of the fastest growing career sectors. Right now. Our guest today is Matt Sharp. Matt’s got a really interesting background and is currently running his part-time buyer’s agent called Sharp property buyers. Matt, his career actually started when he was looking to go down a route of playing professional rugby league. He then ended up playing semiprofessional rugby league and started working corporate simultaneously because he wanted to put his time into the workforce.
Over time. Matt has decided to take a different path now and he’s running his part-time buyer’s agent business, which is going really well. Of course there are some challenges. He’s also an investor himself. He owns his own primary residence, so he really understands real estate and he also in his spare time coaches junior rugby league athletes. So he’s got a lot to offer. He’s obviously got a lot of experience. So today I’d like to introduce Matt. Welcome Matt. Hello Ben. Thanks for having me, mate. You’re so welcome. So I remember that when we first spoke a while ago, you were looking to go down the path of, you know, becoming a buyer’s agent, but you were concerned around the time that you could invest into it because you are working corporate full time. All, I’m assuming that if you weren’t able to service your clients and your buyer’s agent business, you wouldn’t run the business?
No, absolutely not. I’m, I’m quite fortunate. I’ve been in this corporate role now for close to 10 years and it allows me some flexibility there to, you know, provide my clients a hundred percent attention for when they need it, but also allows me to hold that corporate position as well.
How does this compare? So previously you’re playing SIM professional rugby league, working corporate, now you’re running your own buyer’s agent business, working corporate. What do you prefer?
Uh, probably the buyer’s agent staff to be honest by, I mean, rugby league taught me so much, you know, it taught me commitment, self-discipline, strong work ethic and I think all of that stuff is transferable into a business. So doing something that I’m passionate about with property and obviously helping people or find it is challenging, but I find it really enjoyable. Yeah. Great. How long have you been passionate about real estate? Probably eight to 10 years. And first property. When was that your family home or was that investment now as a family home or there was the owner occupied home on the central coast, so where we still live now
and investing. Are you, have you been traditionally investing in new South Wales or have you been investing
interstate? Are both. Both. So we’ve invested in our local area on the central coast as well as interstate, so yeah, and continuing to invest as well. I’m always looking for, for different deals and different opportunities to invest in different areas for myself as well as clients now, which is
I love it. And talking about clients, we had a chat yesterday, brief chat, and you mentioned that you just signed up a client.
Yes, yeah, yeah, yeah. It went really well. There are young couples, similar age to myself, similar lifestyle, you know, they’re just looking for an investment. They had absolutely no idea where to start. They had absolutely no idea where to begin. I didn’t even know anything about a broker or what yield was or what capital growth was or anything, but they just knew that it was a smart option to do something. Now while they’re young and while they have the opportunity to, so yeah, I’m looking forward to helping them. It’s going to be really good.
I love it. And so in the short time you’ve been doing this, what are you finding are, or what have you found are the common problems as to what people are facing as to why they may need a buyer’s agent? Well, I mean for me,
people just don’t understand the process. You know, they don’t understand the opportunities out there that you can get if you invest and invest well. They also don’t understand the process when they’re looking to buy property themselves. And also there’s too much onus on the selling agent. You know, like a lot of people are going around and thinking, Oh, but this sales agent told me that this was worth this or this, I can get this. They don’t understand that seller is obviously working for the vendor. So where I live on the central coast, the buyer’s agent things still very, very new. And I guess one of the challenges for me has been trying to get my service out there and get people to understand that this service is out there and it’s available and we’re basically there to help you know as much as we can.
Well I think it’s a really exciting opportunity for the central coast. Like obviously there’s challenges in the sense there’s not much awareness so people are like, why would I pay you? But I remember I was facing that 10 years ago when I was starting in my area where we were servicing, but then the grand or opportunity is first in and you take market share
100%. That’s exactly, exactly. And it has been tough luck. I’m not going to sit here and say it’s been really easy cause there’s been some people that have shut the door and said, now I don’t know what you’re talking about. Or um, you know, some potential clients have been like, Oh I don’t, you know, like I don’t think that’s right. But on the flip side, you know, some local business and business partners or referral partners have been really, really encouraging saying this is really good. There’s something in this. Um, this is great as well as obviously I’ve been lucky enough to sign a few clients along the way, which gives me confidence and gives me reassurance that this service is the app. Like people need this service and there’s an opportunity here for me to make, you know, to make a proper gal over it.
And people must inspired by the fact that you bought investment properties, you know, new South Wales, I need to state you own your own place and you’ve obviously got a lot of experience. You’ve been in the trenches buying property. And I think also around the fact that you are coaching in a professional field, a sports people that’s very transferable to be coaching and mentoring people who are looking to buy property. Yeah, for sure. I mean all of those skills that you get throughout, you know, whether it’s learning with property, like self-educating through podcast books, webinars, seminars, or whatever, you carry all those skills over to yourself, education, which can then help other people when you’re identifying good properties. But then the coaching side of stuff and the rugby league side of stuff that’s transferrable because you’re dealing with different characters, different personalities, different needs from different players or clients. So it all in a weird way, all into more into what’s the word, into wines into intertwined to twice [inaudible] clothes. So, yeah, it does. I mean, it all comes together and I guess it, it, it helps me in, has created me to be able to do what I want to do, you know?
Yeah. I love it. And you’ve had some good sign ups and some good traction. Uh, th there are challenges, which I guess we’ll discuss soon because it’s never Rosie starting any business. I mean, the roller coaster, um, what maybe they stop, like what have been some challenges?
Yeah. So I touched on it before. Some of the challenges have been where people just think, Oh no, that’s not right. Like I’m not going to pay you to do that. Or referral partners, potential referral partners, whether it be brokers, financial advisors, accountants already have relationships with selling agents where they’re like, Nana, Nana, we’re already, we’re already covered here. And it’s like, well, you’re not really, but okay, I understand that. Um, also the challenges have obviously been, you know, time for me, like I’m trying to allocate time to obviously my corporate job as well, allocate time to my buyer’s agent role as well. But I mean, it’s all part of it, you know, like I’m really, really enjoying it. I’m enjoying the learning. I’m enjoying growing as a person. It’s, it’s been really, really fulfilling for myself.
I love the name Shah Sharp property buyers. It’s, it’s a, I mean, obviously your surname Sharp and so, um, as any potential clients they’re needing to you.
Yeah, almost all of them. And referral partners. I mean, the not the name surprisingly is B to B here. Initially I didn’t really think anything of it. And then I’m like, Oh yeah, of course, you know. But I mean it’s good and you know, feel proud I guess to have the name out there and it and it puts a little bit of ownership or on or accountability on myself. You know, I wouldn’t put my name towards something that I didn’t wholeheartedly believe in.
When you were playing a rugby league, did a lot of your colleagues, obviously you’ve been buying property for awhile. When I say it’s not colleagues, you I guess people in your team or mates in the area, like do they own property in that game? In that area?
A few do, but surprisingly a lot don’t. Especially like it’s quite concerning how many rugby league players, guys that have played at high level there myself actually haven’t set themselves up for retirement and for future. And that’s something that I’m working on at the moment. So I’m, hopefully I can help some more people a bit like in that space. But we’ll see how things progress here. Nice. And in terms of your clients you’ve been working with today with the new business, have they been investors or NRR? So both. So two investors. So I’ve had a couple of investors both want to invest into state because that’s where their budget allows them to and that’s where the best opportunities are at the moment. Um, and another one was they are relocating from Sydney up to the central coast. So since starting my buyer’s agent business and speaking to a lot of sales agents and referral partners, it’s come quite aware.
I’m now quite aware that there’s probably around 60% of people buying property on the central coast are relocating from Sydney. So there’s a lot of people traveling up from Sydney to the central coast gallons through their open homes. You know, spending their whole Saturday up on the coast. Just taking a lot of time. Like the, the couple that I recently just helps, um, purchase they’d spent over six months going through opens, you know, spending all day Saturday, not understanding the different dynamics and the different suburbs in the area. So you know, I’ve had, I’ve had a quiet little mix there, which, which has been great for me and I really enjoyed helping the people that relate that were relocating up onto the central coast. I felt like I could really help them and just cut through a lot of, you know, a lot of the crap in terms of what the good suburbs were, what the bad suburbs were, you know, what was good for what reason, what was bad for what reason and where you want to be and where you don’t want to be.
Yeah, I love it. I mean 60% I didn’t know. That’s huge. Absolutely huge, huge opportunity. So you gotta, I mean I know you will, but crack into that because as you said that that client experience you just mentioned, I’m sure it was so good because they’ve got no idea what they’re doing and there’s so much extra value you can add there. Right? Absolutely. And as you know, the relationships that you have with local agencies, you know, it’s critical. And we were getting, I was getting offered off market opportunities, pre-market opportunities. I did a whole bunch of openings, like private inspections as opposed to the open inspections, which just gives these guys so much better chance, you know, to secure something quickly. And, and also it gives them an opportunity to have a look at absolutely everything that’s available as opposed to just coming up on a Saturday and just walking through the opens basically aimlessly.
Yeah. And I mean that’s part of the value of a editor off markets, the pre markets, private inspections. I mean the relation to the agents. I mean that’s why I guess people, part of the reasons people are engaging us, right? Yeah. 100%. That’s how we can really add some value there for owner occupiers without a doubt. I mean anniversaries too. Yeah. And intentions for running your business full time. I mean, is that something that’s on the agenda? Yeah, absolutely. I mean, that’s, that’s the ultimate goal for me, uh, with my personal situation and how things are at, at the moment. I thought that I would take on a bit of a transition stage, which I’m quite happy to do at this time. Um, and I’m just going to just put a lot of my energy and focus into obviously my business as much as I can and see where things are at early next year.
I guess your colleagues in your corporate environment, do they know what you’re doing? They want use the service. Prior to me having the buyer’s agent tag, I guess everyone knew that I was always a real estate nut cause I always have been, you know, I’ve always been like keeping up to date with different markets everywhere, all over Australia or you know, I’ve always just even gone to opens on my own just for a bit of a look and whatever else. So it’s nothing new to me for people, friends, colleagues, relatives to call me and say, Mike, what do you think about this? Can you have a look at this for me? Can you do whatever? But now I just have the tag. I guess it’s even, yeah, it’s even worse or better depending on where you look at it. So when they call you now and like Sharpie, we’ve, we need your help with something you just like made.
I charge now. Alright, let me start this stopwatch. A lot of it. Well, it’s true that you’re monetizing now you obviously you’re very successful at buying property. Obviously as you said, you were real estate, not, but now you’re, you’re monetizing that passion and you’ve turned it into a career, which is what I wanted to do. That’s why I’m here. You know? That’s why I reached out to you, you know, six months ago because I just wanted to have a better worth work life balance. I wanted to do more stuff that I enjoy it and I just thought, you know, why not just give it a crack? I had like a fire in my belly that I literally just couldn’t shake for if I’m being honest. Probably close to two years, you know? It was just, it’s just a little bit of a fear factor there and the fact that I am in a corporate role in what I would call and what most people would call a secure job.
It just wasn’t, I just don’t think it was enough for me. I needed, I needed more and I still feel like I need more, which is good. Let’s talk about that fear because I mean I think everyone’s got fear right? And it what stops a lot of us. I think especially my experience in the business world, it, it can really be limiting in terms of what you can actually really do. And you said, you know, for two years you were, I’m sure, should I just putting one step forward, one step back and what allowed you to break through that? Like, well what was, I guess, was there an activation point that allowed you to, well I think it was, I as you know, like, so we were recently, my wife and I were recently in Europe for a month for our honeymoon and um, I’d just spent a month, or sorry, I just spent a week on the MLC coast and I was reading and I was just thinking, you know, I love going on holidays cause it always gives you such different perspective.
It gets you out of your rat race and you can just gives you a chance to sort of just take a deep, deep breath and sort of understand what’s important and you know, like it’s a good chance to reset, recharge and decide what do I want to do now? You know, what’s our next goal, whether it be buying another property, go on another holiday, have a kid get married, whatever. And anyway, we just spent an unbelievable week in the Amalfi coast and I just read a property investing book, which, you know, I do regularly anyway. And um, I was on a flight going from Rome to Riga to visit some of my wife’s relatives and I listen to a podcast, the property investor, the smart property investment show, which I still listen to now and listen to regularly. And obviously you are on there and you’re talking about the BIA course, which I’d been very aware of it and sort of watch from the sidelines for probably close to 12 months.
And it is something that I considered, but I was always a little bit hesitant and I don’t know, something happened on that flight or during that podcast where I’m just like, that’s it. Like I can’t, I’m doing it, I’m doing this no matter what. So as you know, I ended up sending you an email while I was on the plane reaching out to you to say, mate, I want to do this, you know, something happened in that podcast and let’s get it done. And obviously I’ve been lucky enough to, you know, to know you more and more and obviously I’ve leveraged on you Oh Lord and appreciate all of your help and obviously all of your time. So it’s been, that was probably the moment mate, somewhere between sitting in the Melfi coast and somewhere between Latvia, Riga.
But I love that email. And I remember Chris in our team who you, who you spoke to. Um, I remember when he spoke to me, he called me up and you guys, Benny I this bloke, he’s one of us because he’s one of us, like just in the sense of just, you know, you just, you really want it to make shit happen. You really want to give it a go. And um, yeah, I just think, I think for both of us we could tell you you’d made that decision just to
make it happen. Yeah. I’m very much like that anyway. Like once I commit to signing, I’m just like right here, I’m all in here, whether it be fitness or you know, a job or this or whatever. I’m just like, let’s go for it and see what happens. But um, I’ve been lucky as well. You know, I’ve, I’ve been lucky that I’ve had the support of my wife where she’s just like, obviously you need to go and do this, otherwise you’re going to send me mad for the next probably forever. So go out and do it. And I’ve also been really, really fortunate. Like, obviously I’ve had yourself and I’ve had some really good like business mentors as well. Um, that have really helped me to even just get me to where I am now, which has only been sort of, you know, like a three to six month journey. You know, I’m really excited to see what it’s going to look like in, you know, three to six years.
No doubt you’re going to crush your, your wife. Just when you mentioned your wife support you, I mean that, that’s great because a lot of people that I speak to or have spoken to over the years or who are coming into this as a potential career option, usually one of the partners is a blockage, right or wrong. I just think the fact that there isn’t alignment makes it very difficult to the fact that you’ve got
and your wife to support you. It’s, it’s a big factor. Yeah, it really is mate. And I think just going back to that fear factor, I think like explaining to your partner that this is what you want to do and the risks associated with starting a new business and how that’s going to affect them. It could be something that holds people back. So I’m very, very lucky to have a very supportive wife and although there aren’t huge overheads, but you know, like there’s a lot of, you know, there are expenses there with weather, you know, with websites and study on business subscriptions, um, courses. So it’s not like all, yeah, I’m just going to go and you know, start something with, with $2 in my pocket there, there is a, there is an investment there into the business, especially if you want to be a legitimate business, which, you know, I do.
So we’ve invested a fair bit of money into, you know, websites and all of our subscriptions and everything that I feel you need to be the best buyer’s agent that you know that you can possibly be. Yeah. You’ve got to invest. I mean you’ve got to invest in yourself and the business to make it work 100%. And I’ve always been big on that anyway. You know, like I’ve always, um, always paid to go to seminars for property investing, uh, offer property seminars, voice paid to do different online courses, you know, prior to doing the BI BI course. So yeah, you do man, you’ve got to invest in yourself and I think that’s probably the best investment you’ll ever make. And in terms of the role, like the buyer’s agent, Ron, are you doing it part time? You’ve had some obviously great wins. What do you love the most about it?
I mean, it’s probably the obvious one that everyone talks about. You know, it’s obviously helping people and I really enjoy like when the penny drops for someone where they’re just like, Oh really? I can own that house and it only costs me this much per week with this potential growth. Or is it, you know, can I really do this or that? It’s just, I really just love educating them and just taken along for the journey. And plus I honestly feel like buying the properties is like me buying them as well. I was looking for a client, like the ones that relocated from Sydney and they are in the high end and obviously I don’t get exposed to too many high end properties. So you know, I really enjoyed that, you know, just at least seeing, seeing the new places and understanding different markets as well. It’s really good.
Do you think you’ll focus or take more of a focus into the owner OC space, central coast or, I’m not sure to be honest mate. I would, I feel like I have a lot to add there. Like a lot of value to add there, especially people relocating. Um, but I’m an investor at heart and I love investing. I love the numbers. I love doing the macro research. I love doing the micro research. I love understanding different economic drivers, understanding different demographics in areas and why I think they can go well and why I think they might not go so well. So I feel like I have some strengths in both, to be honest. Eventually I’d probably like to stick with the investment side of things, but I guess we’ll just see where the business takes me at the moment. I’ll just take on anyone that I feel as though I can help and then go from there.
Yeah. And it’s important that just recapping what you just said, anyone you can help, it’s, and you know, as, as how I, um, go about educating things is you never want to take on a client that you cannot meet their objectives, right. You always want to make sure you can execute on that. Absolutely. HeartMate without a doubt. And you never want to get over your head, you know, because like I mentioned earlier, like your name’s everything and my name’s obviously on the, you know, it’s on the, on the business, so I don’t want to do the wrong thing by anyone. I’m very conscious of that. And I’ve actually reached out to a couple of more experienced buyer’s agents that are doing really, really well. People that I look up to and really respect. And I’ve actually reached out to them and said, look, if I have someone that sort of comes to me that I feel as though it might be a little bit out of my depth, are you comfortable with maybe we work together or maybe I’ll just pass them on to you.
And you know, most of the guys around, uh, are quite, you know, they, they were great. They said, yeah, no worries. We’re happy to help you along and take you along for the ride and or even we can serve some if you can’t do it. So yeah, I love it. And lastly, I’m finishing question putting on the spot here. If you were to pick a month, next, next year, 2020, when do you think you, you’ll be at a corporate and running Sharp property buys full time. I’m going to say one month. I’m going to say June. I’ll say June I reckon. [inaudible] I’m quite confident. I’m quite determined to get there. Like I said, just, just the situation I’m in now, I just thought, look, let’s just see how this goes. And from one of my other mentors, they sort of said as much as my first meeting with him, I walked in there and said, right, I’m just wrapping up my resignation now.
I’m ready to leave. And he was like, alright, let’s just calm down a little bit. Let’s just save, let’s just see if we can do both or maybe even potentially move into a part time role at work and just see how this is going to go. Because again, he was from the central coast as well, although he was familiar with what a buyer’s agent does. He had no, he’d never had any personal experience with one, so he was like, let’s see how this goes. But I stay in regular contact with him and he, he’s been super supportive and he just says made I think. I think you’re on to something and I think you’re going to do really well. And where can people find you? They can find me@Sharpproperty.com that I use. Also Instagram. I just use my own Instagram account, which is Matt Sharp and I don’t really do too much on Facebook, but yeah, Facebook even as well. Matt Sharp on Facebook. Love the night. Thanks. Enjoy chatting with you. Thanks so much man. Thanks for having me, Dan.
So check out Matt at his website. It’s the best company name I’ve heard. Sharp property buyers, of course he’s surname is Sharpen for those of you who are looking to invest in property, it could be at a national level. Matt’s got a lot of experience investing in property and national level. Obviously build a very successful portfolio. And also if you are considering or you know anyone who’s considering buying property in the central coast, that’s where he lives. And so he’s on the ground there, so I’d highly recommend you reach out to him for that. Hope you enjoyed it. See you next week.
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In this week’s edition, we will discuss the massive success of Mr. Brent Backhouse as a Buyers Agent. He has assisted an impressive 26,000 people across 24 countries in buying properties.
He is a property investment expert and passive income specialist. Along with that, he had a professional sporting career and is a coach for the Sydney Swans academy. Brent is running his own Buyers Agent business.
Over the years, he has built a portfolio across five countries in residential property. He has also been doing PPOR for several years.
Challenges of International Buying
Born and raised in Canberra, he had an opportunity to study civil engineering. At the same time, he was dealing with property. Since the property business was more profitable than engineering, he chose it. He has an opportunity to go to England and started a business helping sporting people. Through the success of that business, he had the opportunity to meet Prince Charles and the Queen.
Brent believes that a good Buyers Agent does not look for the best commission, they look for the best deal in favor of the buyer. This way agent’s fee is justified.
Since the beginning of his career, he has bought many properties for himself and his family. Along the way he made mistakes but the important thing was he learned from them. Those lessons have taught him the pattern of things that work and those that don’t.
Analyzing this risk factor, controlling it, and then removing it from his process has helped him become successful in the property arena.
These risks are especially evident when buying a property in other countries. Factors such as document translation, currency risks, transport access risk, consulates prove to be very challenging to determine. That is partially the reason he has resorted to buying properties only in Australia.
That being said he still has clients in Europe that have been with him for the last 20 years which is a great achievement.
Trust is the key
In his vast experience, Brent has realized the importance of gaining the trust of people. This has helped him increase his business many-fold through referrals.
He has realized that there is a huge trust challenge in the property arena. Buyers feel like they are being burnt by the estate agents.
So whoever builds trust and communicates the truth will be successful.
Always put the client first
Brent’s aim has always been to facilitate the client. He understands that financial emotion is high while buying. That is why he has to guide buyers on how to transform the property so it is desirable to other people so it sells better.
He also advises people on how to generate passive income. He wants to see moderate capital growth with passive income that supports their lifestyle or starts paying their own home.
That is why he is getting more clients that want to RentVest. This means they can rent where they want to live and save money for investment.
It’s a known fact that income is required purely to build a portfolio. If there is no income, the buying capacity stops.
A word of Advice
Brent’s advice to youngsters in the industry is to make sure the client has a smooth experience and the trick is to manage their expectations up front and as you go.
He has made a habit of visiting every single property the client buys, no matter where it is to guide them through the risks.
He advises young athletes in the academy and those starting business in property to work hard when nobody is watching you and let your success make the noise.
His goal for 2020 is to help as many people as possible buying properties because Helping first time buyers or investors buy their first property is very rewarding.
Passion, dedication, and mentorship are the three golden rules you need to follow to become a successful buyers agent in Australia. This is true for any industry. The journey of Jack Henderson, a successful buyers agent who made 300,000 dollars in just 8 weeks is truly inspirational. Let’s take a look into the core values he used in his relatively new role as a buyers agent that saw him achieve this great success.
“If you keep doing what you have been doing you will keep getting what you have been getting” Stephan R Covey. For a buyer agent to thrive in the industry, they have to think outside the box. Because following the footsteps of your competition will get you nowhere.
You must challenge the norms and think of new ideas, try them out and see what works best for you.
Knowing your strengths will take you a long way in your journey as a buyers agent in Australia. Sometimes it is just as simple as being yourself. Being fresh, original, not stuck-up will help you build long-lasting relationships that are worth a lot more than a mere sale.
Becoming a buyers agent is not just about money, it’s about developing relationships. If you are honest, confident, and truly believe in what you are doing, no matter what the industry, you are bound to win. These are the traits that will allow you to gain the trust of people you are working with and win their hearts.
If you focus on building relationships rather than closing a deal, you will prosper much faster than you would have anticipated.
Hire From A New Perspective
A successful business is nothing more than a group of people sharing the same passion working in harmony like a well-oiled machine. You need to have a strong dedicated team that possesses the same zeal and zest as yourself.
Finding such people might be difficult for some, but if you know what you are looking for in a potential team member, it makes the job easier.
Rather than looking for experienced professionals working in the same industry, look for people who have the talent and the skill set required for the role you are hiring for. Couple that with passion for the industry and a true grit for success and you have got yourself the ideal team member.
It does not matter if people are from a different professional background, what matters is that they share your vision and have a hunger for success.
Revisit Your Goals
It is always important to revisit your goals. This develops your attitude to never settle for less. Challenge yourself with new goals and explore your true potential. Remember, your team is always looking up to you. The precedence you set for yourself is the one your team will set for themselves as well. Think big and surround yourself with people who will make you and your business better.
For some property is a way of life. Especially whose parents were involved in property themselves. Peter Toma is one such person. He learned the trade through reading and listening to podcasts and has his own property advisory business.
Personality Traits of A Great Buyers Agent
How to become a successful buyers agent in Australia? This question lurks around in the mind of every newcomer to the industry. The answer is hard work. To set yourself apart in the industry, you have to work harder than anybody else in the game. Sure there might be people who are more talented than you or have been in the business longer, but all you have in your hand is effort, and that is the key to success.
Success is directly proportional to the effort you put in. If you work harder and smarter than people around you, success is inevitable. Being a buyers agent requires you to be confident. You need to transmit that positive energy that will help your client make the right decision.
Now or Never
Experts in the industry say that every 10-15 years there comes a period which is the absolute right time to buy a property. And now is that time.
With limited stock in the market and lesser people willing to go out and evaluate them, this is the time to buy a property. Remember, you will only make money if you purchase at a lower rate, and then the property gains value.
One thing that Peter has learned from Buyers Agent Institute is the ability to sharpen his negotiation skills. Buyers agent Institute empowers you with a unique skill set that will not only help you in the buyer’s agent trade but also polish your personality to become a finer human being.
A Sense of Achievement
There are a lot of misconceptions about what a buyers agent really does. Buyers agents don’t sell real estate, they find good deals for people. For that, they have to work closely with real estate agents. It is absolutely crucial to have a great relationship with the real estate agent because they have access to the stock.
The secret to building this relationship is simple, Try to know the person and it becomes less of a negotiation and more of a conversation. Using this technique, Peter made his first deal in just 2 weeks of going to the buyer’s agent course at BAI. That is how powerful the curriculum at Buyers Agent Institute is.
Helping Families with Property Buying
Peter elaborates on the importance of knowing the family for which you are finding the property. This helps you to make a connection with them and makes the deal that much satisfying once completed. Buyers might not have the time or don’t know what to do. That is where the buyer’s agent adds value.
As opposed to the common belief that property is just financial, there is a lot of emotion that goes into it.
It’s more emotionally draining buying for owner-occupiers than corporations. When you have a passion for property, it is not a job, it’s a hobby and more rewarding.
In the end, Peter emphasizes the importance of having a strong presence on social media. Create a digital campaign for your business and execute it. With Covid-19 changing the norms of business, having a social presence will be a deciding factor for your success in the future.
Being a buyers agent is a lifestyle that allows you to build meaningful relationships with your clients all the while having the freedom of living life at your terms. Freedom is one of the main reasons most people quit their 9-5 to become a buyers agent.
This week’s success story is about George O’Brien who is a young and ambitious individual making his name as a successful buyers agent. He is based in Newcastle and specializes in investment and principal place of residence.
The will to succeed
George started his career in sports but due to several injuries was unable to continue. He was introduced to mining apprenticeship where he applied for 4 categories and was selected in all four. Earning 140 AUD/ year is everything a young Aussie can ask for but for George, there was something missing.
That something was pointed out by his father who advised him to buy his first property at the age of 19. That asset sparked the light bulb in his head and he started to read books and listen to podcasts especially the ones from Buyers Agent Institute.
This motivated him to start building his portfolio that now includes 4 properties.
The transition to a better life
Having an entrepreneurial mindset is crucial for individual thinking of starting their career as a buyers agent in Australia. George built up his confidence in the fact that he had knowledge and connections to penetrate the Newcastle property scene. This combined with the added advantage that his family was well known in the region was enough for him to take the leap of faith.
He started intelligently by using social media to his advantage. By marketing his services on Instagram, he made connections and when enough queries were coming in, he knew it was time to launch his business.
Perks of your own business
At first, George thought that he would work with a well-reputed firm to learn the tricks of the trade but he quickly realized what he would be putting at stake by doing so, his freedom. He wanted to have the freedom of doing exercise, running, yoga, etc. at his own free will. That was the real perk of having your own business.
So he built up his knowledge base, focused on self-development, and worked towards a holistic approach towards his life.
Building meaningful relationships has always been one of his top priorities. At the end of the day, you are responsible for handling the most important deal of someone’s life. There is no other feeling like seeing the smile on their face when the deal is complete.
For his first deal, George helped move his client into his new home in Newcastle by using his father’s truck. That is the kind of person George is. He has a hunger for learning new skills that will help improve his personality.
Being in control of big investment and helping people is super fulfilling. One thing he has learned during his time as a buyers agent is being grateful. Being in control of big investment and helping people is super fulfilling and you have to be respectful of the fact that its people’s life earning involved.
George always wanted to be the best at what he does. He is super driven to be the best buyers agent in the area and be a person of influence. His advice to people stuck in the 9-5 is to put their money in the right market, and if they get the first property right, they can have a real good base to build on.
Working as a buyers agent not only fulfils your dream of becoming a business owner but also provides you with the unique opportunity to connect with people from all walks of life. Chris Skurrie, a seasoned buyers agent for over 20 years works in the niche of helping people with disabilities to find them the perfect property.
As a property buyers agent and a property consultant Chris is helping first home buyers, families, investors, organizations, and individuals achieve their property dreams and goals. This episode highlights his journey of infusing the disability sector with the property sector and how Buyers Agent Institute training has enabled him to achieve his goals.
A Passion to Help the Less Fortunate
The secret to making it big as a buyers agent lies in two things
Passion for property
Connect with people and help them find the perfect home
To be successful in any business, you have to focus on your strengths and use them as a driving force. Chris worked with the disabled people for most of his life all the while trying to achieve his dream of becoming a homeowner. He used his passion for the property industry and infused it with the disability sector to create a unique niche.
By doing so, he helped those with disabilities and mental health issues find properties they desired not just the ones that were allocated by the government. Being disabled is a challenge but the ordeal is magnified by the fact that there is a severe shortage of stock for disabled people to move into.
Providers don’t have the expertise around disability and the real estate market. What they do not realize is that renting property to a disabled person ensures security as they plan to stay there for longer. If you can resolve the issues with finding stock and homes for disabled people, you have made a stride in uplifting the community.
Answering the question “How do you become a Buyers Agent”, his reply was “through proper training” and acknowledged the fact that the courses being offered at Buyers Agent Institute helped him in establishing his business.
Starting a new business is challenging especially leaving a set government job. People are going to doubt your decision and call you crazy. But when you look at the rewards of owning your own business and being your boss, it’s all worth it.
The key is to follow your passion, eliminate self-doubt, and let your success make the noise. Surround yourself with positive people who will encourage you in your endeavours.
Future of Property
Nothing beats the satisfaction of helping people who need it. Chris was motivated to infuse the disability sector and the property sector to help people and their families. In doing so he has envisioned a different model of accommodation where people with disabilities are not forced to live in specialized buildings but can choose their home themselves.
His desire to becoming a successful buyers agent in Australia and helping people with disabilities has earned his business C&M property partners a nomination for the local business award. His expertise, ambition, and dedication are truly remarkable and we wish him all the best for the future.