You Paint Your Picture

Buyer's Agent Kitty Parker on painting your own picture

Ben Handler:

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

Our guest today is Kitty Parker from Kitty Mile. She is not your average buyer’s agent. She has a very broad range of skill and talent. She’s been involved in start-up businesses, one of the most recent ones where she grew a multi-national corporate start-up. She also has tertiary qualifications that is quite diverse, ranging from policy ranging from strategic management and psychology. She is a single mother and she brings a certain level of freshness, I believe, to the buyer’s agent space. She’s not just here to serve clients and buy property. She’s here. I feel to bring innovation into this sector. I’m really excited to introduce Kitty and dive into today. Welcome, Kitty.

Kitty Miles:

Thank you so much. I was so nice. I thought you said lovely to meet you. Thank you for having me here today.

Ben Handler:

Yeah, I really appreciate it. And I remember I saw you online last year, end of last year and I thought this lady is going to crush it. She’s bringing new energy into these games.

Kitty Miles:

Thank you. I do my best. Yes.

Ben Handler:

Kitty Miles. So, it’s Kitty Parker. Kitty is for Katherine for short?

Kitty Miles:

No, my first name is Kristine-Elizabeth, hyphenated, which is ridiculous. And I have a middle name as well. So I’ve been called Kitty for ages because Kristine-Elizabeth is way too long.

Ben Handler:

The name of the business. What’s the Miles?

Kitty Miles:

Miles is my youngest son, so he’s 20. And there was a bit of a story behind miles, but um, yeah, naming the company after my son is really that mother and son connection, which I guess flows through with being a single mum, et cetera. And it’s uh, I guess providing a bit of a stance there out there as this is mom and son corporation.

Ben Handler:

You seem like you’ve entered this space with what? I can see a different purpose. And I say that because I appreciate that you’ve got different skills, you’ve got different talents and you’re now, from what I’m seeing, integrating it now into the buyer’s agent arena. What did you find and what did you see when you entered this space even before you started? What did you see?

Kitty Miles:

I guess as a starting point, being a single mom living in Sydney, in the rental market, you really get a feel for how unaffordable housing is. So that was the catalyst for me, maneuvering from my university qualifications and going down that path and thinking I really need to come up with a game plan here to set up the future financial security for my family. That allowed me to diverge into business. It was a real, um, survival instinct. And so I took that plunge into business, realized I had a passion for that. I had a skill at that, let’s just say, nailed that. So that gave me, um, the ability to begin, like to dive into having a investment property portfolio. So it gave me the funds to buy property while I was buying property. However, I engaged buyers, agents myself cause I was very time poor as a business woman.

And while their service was good, there were a few shortcomings. Let’s just say the buyer’s agents that I dealt with, there were some shortcomings. So at the wrapping this all up in the summary version is it all culminated in me selling my last business and going, you know what? I understand property now I know what people want from customer service. Having dealt with buyer’s agents myself and realizing, gee, I wish I’d done this or that. So now I try and give to my clients what I wanted given to myself. I also learned along the way obviously stumbling through buying property for myself and utilizing buyer’s agents. I came to understand the property market more and more. Having a background in data and statistics, I realized that, you know, crunching numbers and the property marker was like, I’m an untapped passion. So that was great and it all just culminated into me realizing this is a really natural progression for me. It really allows me to bring all my skills together and deliver for people in a way that I guess my psychology degree is about serving people. So this is like another version of that.

Ben Handler:

Yeah, and I respect that. I had seen that you’ve just got such a diverse level I think of skill and talent and the way that you integrate it into this particular service. It fits really well. Like the psychology we’re dealing with people. It’s communication. You’ve got a lot of experience with data and obviously business skills, which helps you I guess build the foundations of this new business. So this new business, it’s based head office in Sydney. Your you’re serving clients on a national level, correct?

Kitty Miles:

That’s correct. I’m based in Sydney but I service not just Sydney and the New South Wales state. I’m actually licensed in multiple States, so I purchase for people across multiple States of Australia. So this means it’s more often the case that people that are wanting to purchase investment properties interstate say they may already have a Sydney based investment property and they’re wanting to diversify their portfolio. Having someone they can meet in Sydney and chat to and having someone that understands the interstate markets individually. I find clients that they seem that they see that is very helpful. So yes, I serve as Sydney, New South Wales and interstate.

Ben Handler:

It’s awesome. Your business. Um, we had an earlier conversation. You started in end of 2018 and it’s grown very quickly. I mean, I’m not surprised. Did you, entering into this space, obviously it’s very niche. Did you expect it to move so quick? Like did you have expectations or..

Kitty Miles:

I certainly didn’t have expectations. Snowballing skyrocket as much as it has done. I’m very thankful and feel very blessed that it has done so exceptionally well when I’ve reviewed that and gone, gee, I’ve done so well in such a short period of time. I guess for me, honestly that boils down to, I think it’s the level of personalized customer service and customer care that I deliver. Um, and as I say, I learned that myself based on what I had hoped to receive from buyer’s agents. So I think that’s very much the catalyst as to why my business has done well. It’s what I do and the extent that I go to for my clients. I think it also is in the, in a humble way, my data analysis capabilities and I’m that I’m very passionate about statistics and data. Um, so my ability to interpret property market data is in the nicest way, I guess advanced. So I think the combination of being able to forecast well, uh, accurately appraise properties as well as just deliver a really down to earth caring customer experience. I think I was together have been the kind of secret ingredient in the source, so to speak.

Ben Handler:

Client experience. So you clearly delivering which should be the normal, like a first class style of experience. It seems like you’re connecting with them and you’re, you’re taking it to a new level, which I think, I mean you’ve got an American accent, so you’re Australian, right? You lived in the US I mean with my minimal experience in the US I always feel like they understand service more than Australia. So it seems like in Australia when you offer good services like Oh, but it should be part of the norm. Like what is it with your clients? Is it just your, you’re communicating daily? Like what is it you feel like that you’re doing, which is really I guess enhancing that overall experience.

Kitty Miles:

I think you’re very correct in pointing out that I would say I have a very American customer service style that it’s from the point of initially, um, chatting with a potential client, right through to the little detail, the attention to detail in answering all their questions are pre-empting their questions. Really trying to know when to assist a client at making an efficient decision and when to pull back and actually knowing someone needs a little bit more support or a little bit more time to think about things. And I think I’m very honest. So if I feel someone maybe taking longer to make a decision or, or making a decision based on emotion when it, when it should probably be more financially based, I’ll really politely call them on it and I’ll say, Hey, let’s just open up this conversation. And, and let’s discuss this or this or this.

And sometimes clients, I find they’re just so appreciative that you’re really actively listening and working with them. It’s not a cookie cutter model that you’re really looking at that person as an individual and looking at their brief, looking at their needs and also looking at their psychological reasons behind buying property. There have been so many clients, not so many, but I should say a handful of clients that I’ve halfway through went hang on a minute, time out. Do you really even want to buy a property? And they’ve gone what? And I’m like, why do you want to buy a property? And they’ve gone, well we should. That’s what we do. We’re married, we should. And I’m like, hang on a minute. And we’ve discussed it and they’ve actually walked away and gone. That is so refreshing. Yeah, we don’t want to buy a property. We want to rent. And I think that’s the difference that you really need to know your client and really work with their best interests at heart.

Ben Handler:

I love that. I haven’t heard that one before. And you, you don’t strike me as the salesy type more the consultative as you said, the listening, you got two ears and you, you’re there, you’re operating with integrity. And I think that’s quite rare in Australia for real estate and unfortunately there’s parts of the real estate arena which has a bad reputation. Um, and obviously your clients admire that and it’s, it’s obviously a Testament to the way your business has grown because you’ve grown a multiple six figure business in a very short period of time. I’m curious to know what do you see, just with your, with your lens at the moment, what are the opportunities in the buyer’s agent space that you’re seeing?

Kitty Miles:

There are huge opportunities in the buyer’s agent space. I feel one of my, one of my mission statements, so my business is I really want to change the way in which people buy property. And I think there is great potential in the buyer’s agent space and I think it is a really fantastic arena for people that come from other careers, either corporate careers or just other careers and that they can bring that knowledge and that information. And, and the gifts from, from many years in another career into this space. And I really think that that counts for a lot in this arena because you’re not just dealing with property, you’re dealing with people, you’re dealing with their wants, their needs, their desires, and having someone with a well rounded background, I just feel it fits in with that equation so well gone are the days where you need to have 30 years experience in the real estate industry to understand real estate. I feel that you can bring a really fresh and innovative energy approach and skills to this space. Having come from a different career, not saying experience is nothing, but I just think we can actually look at it differently and enhance on the buyer’s agent space that we have now.

Ben  Handler:

Music to my ears and I, and I think the innovation and the change that this space is gonna have over the next number of years moving forward is going to be from people like yourself who’ve worked in different sectors, have a different brain, have a different approach, different freshness. They’re going to help change this industry. It’s not going to be the people who just know how to buy property. That’s not, that’s not difficult. The difficult part I think is the business aspect and we’re gonna need more people who’ve done different things in different areas of business to come into this space and serve at a different level.

Kitty Miles:

I agree. I absolutely agree.

Ben Handler:

Talk to me around where is the next move for kitty miles? Like are you planning on just staying where you are at the moment? Are you looking to expand? Like what’s on the agenda for you…

 

Kitty Miles:

At the moment, I’m looking to scale my business. It’s done very well in a short space of time. I would love to scale my business to provide further reach for the service, assist more people because as one person I can assist this many people, but what I’m really hoping to achieve is that synergy between scaling and also keeping the boutique nature of my business. I don’t want to become factory line. I don’t want to become cookie cutter and I don’t want to sell out by scaling too quickly, too fast, to too much, and actually lose the touch that I feel. I bring my business that has made my business so successful. But my plan is to scale. Um, I’m also writing a book at the moment, uh, on property because I really, I’m a little bit over the myth that millennials can’t get into the property market. Um, I assist a lot of millennials, not just to get into the property market, but to actually believe they can even get into the property market because media seems to tell them that they’re going to have to give up their Avro smash if they have any hope of getting into property.

And I’m like, no, you can keep your avo smashed and we can get you into property as well. So I decided, you know, I want to open up this space. I want to write a book to help the particular demographics that I feel real estate just, you know, brushes onto the carpet. People like millennials, people like single moms, people like the LGBTQ community. They’re the buyers in the space at the moment. I’m not your typical mom and dad buyers. There’s so many more people buying property and I really want to do something to help these people get into the market, feel confident in the market and know what they’re doing. So ultimately it boils down to I really want to help create in property wealth, creation for all rather, than it just be kind of a minority that do well through greed per se. I want everyone to be able to own property.

Ben Handler:

I love how there’s, there is a focus on the millennials because there is, I think there’s limitation for millennials who are growing up who were looking at the paper, who were thinking, I can’t get into this market because the media is creating a narrative, creating a lot of fear and it’s amazing that you’ve got clients in that space or you’re servicing because they really do need help. A lot of them have never bought property before and there’s so much fear within them that there’s probably a high probability they’re going to make the wrong decision anyway.

Ben Handler:

Thank you. Yes, but spot on. Couldn’t agree more. I think that you know, there are so many millennials now that have the income to get into the property arena, but they just don’t have the confidence. What? I don’t know where to start and when you have the media constantly saying you can’t do it, you’ve missed the boat. It’s not actually building the confidence in them to feel that, Hey, I can do something and if I can have a conversation with someone and they get sparked off and go, really, I can get into property. To me, you know, more people need to know. It’s more millennials need to know this. The number of people that I’ve just started their journey and the number of millennials, I’ve started their journey into the property market and this is helping set them up for life and especially where we are at the moment.

Um in the property market with the whole covert 19 I’ve been really going, come on, the market’s a buyer’s market, let’s roll up our sleeves. I’m really get you into the market. There are so many different methods to get. The property market doesn’t just have to be by your home in Sydney. There are so many untapped methods that a lot of these millennials aren’t aware of. So my book I guess is to help them, you know, feel more confident and also give us some tips of where to look and, and how to, you know, jump in.

Ben Handler:

That’s exciting. When’s that coming out?

Kitty Miles:

November this year. So I’m finishing writing away, but yeah, it should be a pre-Christmas release. So a good one for the Christmas.

Ben Handler:

Okay, nice. Well, I want to talk about females and specifically regarding the buyer’s agent space. I’m a firm believer just with my experience in this sector that I feel like the Buyer’s Agents space is more, I actually think it’s more tailored towards females. The real estate side on the sell-side. Never been a real estate agent, but I feel like that’s a very alpha male. Um, I think it’d be quite tough for women is my ex, just from my perspective. But I genuinely believe that it’s more, I think it’s more tailored to females is my honest opinion. So I love seeing people like you coming into this space, creating waves with passion, with vision, with purpose, with intent. I love it. So what’s been your experience jumping into this niche as a female, as an entrepreneur and then dealing with real estate agents running around? What have you noticed? I’m just curious.

Kitty Miles:

I do feel that generally speaking, the real estate industry is a very alpha male industry. Um, kudos to all the women in this industry that have battled, you know, to, um, find fighting for themselves. So yes, I agree with that. Uh, it has had its tough moments. It’s, um, but I’m on a mission. Um, I’m pretty unstoppable, so they can give me all they want and I’m not going to stop. Um, but I also second to that, I absolutely agree that I think the buyer’s agents space is so about understanding clients needs in more than just what property they want. It’s understanding their fears, understanding their motivations, having empathy for their particular situations and being, having uh, emotional and social intelligence, being able to read the cues from people. And I don’t want to gender stereotype, but I’m going to, I do feel naturally often women and more adept at the emotional aspect.

And I feel that in a buyer’s agent space that that fit is just so good. That’s not to say that men can’t bring something fantastic should the table. I feel the men that do really well in the buyer’s agent space are really in tune with skills such as empathy and have a high level of emotional intelligence. And I feel they bring that and that’s of great virtue as well. But generally speaking, I feel more women definitely should get into this space. It’s a great career for single moms. It’s a great career for moms that may have had a corporate role, but have taken time off to have children or that, and they want to get back to work. But once something that will fit with their lifestyles. There are so many reasons why this space just fits well for, for women that want a balanced life.

Ben Handler:

Yeah. I couldn’t agree more about it. Talking about the empathy and the, the EQ and I so agree with that. Like when we sit in front of clients as buyer’s agents, it’s, you’ve got to connect and really understand the the person and I think if you’re there if you’re just there for the sale and you’re there just to, um, you’re there at a surface level, you’re not going to cut through. And I feel like this is a particular role where you really need to understand human beings and like you said, if you feel like the client is not ready to buy, even after you’ve engaged with them, you have that level of intelligence and EQ and everything just actually call it out. And it’s interesting to see where this space is going to go with the buyer’s agent space. I do hope more women into this space.

Kitty Miles:

I do as well. Absolutely.

Ben Handler:

I want to just revert back a bit in terms of bringing in the business experience into this. I’m a, I mean I’m a, I started in the buyer’s agent space where you one would say, if you looked at my scorecard, you’d be like, man, this dude hasn’t, he may, he may not get, he may not get through this. I didn’t have sales experience. I hadn’t run a business and I hadn’t worked in a traditional real estate company. Okay. And so one might look at me and think, well, how’s this guy gonna succeed? He hadn’t worked out. He hasn’t worked as a buyer’s agent. He’s never worked in sales. You’ve never run a business. And what I’ve learned along my journey is that being a buyer’s agent, not just about buying property, it’s not just about buying property. You need to understand human beings. You need to have systems and processes. You need to learn how to work with clients by how to deliver that incredible experience where they refer to you. Um, how to scale if you want to scale there. There are so many elements to it. And I feel like from what I see and what I hear and just what that there’s not a whole, I think a greater appreciation for that in our sector. I just want to get your view.

Kitty Miles:

Yep. Spot on. Absolutely agree. Ben. I feel like we’re on the same page. I absolutely agree. When you really think about it, someone buying a property, whether it’s their first home, whether it’s an investment property, whether it’s their 10th property, they’re putting into that property purchase a huge amount of funds and when you put, when you actually connect the people with that, with the person, with that process and you think they’ve worked hard to make this money, they’ve sacrificed to do this. When you really think of what the lead up is to someone coming to you, looking to buy a property, there are so many emotions wrapped up and there are so many stories wrapped up behind all that. It’s not just about a property. As I say, it’s the fears, the motivations, the history that the experiences behind that and that you so need to build trust with your client.

And it’s not just the trust that you can buy them a property. It’s not that it’s the trust that you have their best interests at heart. It’s the trust that you can call them out if you, if you feel you need to, that you have that trust where the person will listen to your expertise and that you can go, I don’t think this is a winner. I don’t think we shouldn’t, you know, buy this. And it’s very much, it’s trusting to me it really boils down to trust and it’s relationship building and we can even take the property, you know, out of the equation it boils down to it’s a big-ticket purchase. Probably the most money people will spend in their life and they want to know that they can trust you. And I think that that’s the key to differentiating an average buyer’s agent, an average person in the real estate space and someone that is really good at what they do. It’s less about the experience, less about, you know, time in the industry. You know, you’re the, you’re the marker of that and it’s what you bring to that relationship.

Ben Handler:

We’ll probably have to do another session cause there’s so much to talk about before we wrap up. Where can people, where’s the best place for people to find you?

Kitty Miles:

People can find me either on LinkedIn, Kitty Parker, uh, my website, kittyandmiles.com.au. I also have Instagram, Kitty & Miles, uh, Facebook, Kitty & Miles, any of the above. But in all of these, uh, social media outlets, you’ll really get a feel for what I’m about. Cause it’s not just about the buyer’s agent and property stuff. I really give a lot of tips, advice, and very much me. I share a lot of me there.

Ben Handler:

Good on you. I mean, I’m inspired to see your journey. I always get inspired seeing single mothers get out there and kick ass. I love it. I love the energy you’re bringing to this sector and I’m going to be watching you.

Kitty Miles:

Thank, Ben. Thank you for having me today.

Ben Handler:

Appreciate, appreciate it. Okay. That was an awesome, awesome discussion. I’m, I’m super excited to see the future of our Kitty and Miles is going to do. I really feel like you should and really should be watching Kitty Parker and her business, because I do think she’s a definite standout in this space with what she brings to the table, I feel is very, very unique. So if you’re out there and you’re looking to buy property on a national level, you’re looking for a data nerd. You’re looking for incredible customer experience. Reach out to Kitty. See you next week.

Please watch the full episode here:

Helping Families Become Financially Free

Sateesh Palliyil has had a long history in property, having done his first subdivision nearly 20 years ago. Since then he has built up an impressive track record as an investor and developer having done a range of projects while working in the IT industry.

His first property deal in Australia was a land subdivision that he funded through a joint venture with his family and that started him on his path to financial freedom. However, he had been buying properties in India for many years.

“Before coming to Australia, I was in India and I used to work in Qatar. I used to go to India once a year for four weeks for annual leave and that’s when I began to purchase most of my properties. I was actively using buyers agents in all my transactions because in India there will be one or two buyers agents involved in every purchase.”

“Because they have experience in not just one area but have connections to other states or some other areas too”

After working for many years and investing part-time, Sateesh discovered that he was able to find better opportunities using his own skills.

“I was in IT for many years when I was doing all these projects. Then I found that if I was working as a full-time investor, I could see lots of deals out there by myself rather than depending on someone else.”

“I could also help lots of my friends and they’ve now done sub-divisions inspired by me. And they always call me and ask for advice and I always help them and they’ve all been successful.”

“So I thought, “Okay, I will make this a career and help people to become financially free just like me. I became financially free thanks to property when I was almost 29 years old and now I am 45 years old.”

As a buyers agent, Sateesh sees many investors making the same types of mistakes, so his goal is to open their eyes to different opportunities.

“Normally people go and buy a four-bedroom, two-bathroom, two-car garage house. That’s what the typical Indian buys as his first home. So when they look for an investment, they’ll do the same thing.”

“They don’t know there are many other options like sub-divisions, renovations, rooming house or duplexes.”

Despite starting his career as a buyers agent during COVID, Sateesh had a number of clients because of this reputation, which helped him get started.

“Luckily when I started my buyer’s agency, a few people already knew me so I got two clients straight away so that was a very good thing luckily.”

Sateesh was drawn to the idea of a career as a buyers agent as it was common in India.

“In India, in every transaction, there’s a buyer’s agent and then the selling agent, which makes things easy. So there’s always someone to represent you if you are buying a property.”

“There are no emotions or anything like that and that’s a very good model which I always expect here.

Sateesh found that BAI was incredibly helpful to him when he was starting out in the industry in what was a very tricky time.

“Ben’s got lots of incredible ideas that he shares in his webinars. I feel that every webinar has some kind of million-dollar idea in it.”

“He himself is a very successful buyer’s agent and he’s got lots of practical knowledge to share. That’s what I like about him. He’s not teaching you from books – he’s done it himself.”

Sateesh’s aim going forward is to help other people do what he’s done and put them in a position to be financially free.

“With the pandemic and recession threats around, it’s good to have insurance against unemployment. Having financial freedom means you don’t need to rely on unemployment payments that only just cover the bare necessities; you can continue to live a lifestyle that’s comfortable.”

“Just because you’ve achieved financial freedom doesn’t mean you stop working. You may want to increase your wealth, improve the comfort of your lifestyle or save for your children. But, should you or your partner lose their job, you are safe knowing your lifestyle is protected and you won’t need to make adjustments.”

“In the next five years, I want to help 100 families become financially free.”

What Your Study Doesn’t Equal What You Become

Buyer's Agent Kyrillos Mansour on why what you study doesn't equal what you become

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 on buying property. Our goal with the show is to strip back and dive into the remarkable journeys and stories of buyer’s agents who are paving the way forward in one of the fastest growing career sectors in real estate. Right now. Our guest today is Kyrillos Mansour. He goes by the acronym K, M. He’s based in New South Wales out in Western Sydney. He at a very young age, his father instilled values with him around how to best manage money, how to best utilize and save money to build wealth. He then studied optometry and after studying optometry, he started two businesses, not in that space, in hospitality and also in a very different area, which is a bit like perfume. He then also has had such a strong passion for property. He bought two properties before the age of 23, and he’s a young guy since then. He’s now running his new buyer’s agent business called first brick property buyer’s agency business. He’s buying property all across Australia. He’s a very passionate investor. So today I’d like to introduce and welcome, Mr. KM.

Kyrillos Mansour:

Thanks Ben. Appreciate it. That was a beautiful intro. Thank you so much.

Ben Handler:

Well, good to be here with you. I’ve seen you online. I’m seeing you’re pushing content. You’ve got a podcast, you’re a passionate investor, you’ve got nice spectacles on. I first want to just understand, we’ve got so many people in the Institute with such diverse backgrounds, professional backgrounds. I’ve never had someone else optometry. Yeah. How did you get into that?

Kyrillos Mansour:

So yeah, good question. Pretty much. I had no idea what I wanted to do when I was coming towards the end of school. I knew I wanted to get into business. You know, I love the business and why should I study a business degree? It’s going to take me four years to do a, everyone’s going to do a business degree. Or I could study optometry. I don’t know why my mate did optometry and I could do optometry with him. I’ll finish a bit quicker. And when I would a business degree and I fought, you know, optometry, it pays well, you know, it’s a nice income. And I thought you don’t really need a business degree to start business, but you need money most of the time. So forth. I’ll do a territory for a bit, get some money and go into business. So that’s how I pretty much got into optometry make did it and I want to tag along without to Jalong. And three years later became an optometrist and started businesses too long in Victoria. Johnny, Victoria. Yeah. So we started that in Geelong to study. Yeah. Living with my mate, it’s pretty good times. Yeah. So that’s how I got into optometry.

Ben Handler:

Good perspective. I like the fact that, you know, you record, I mean, you’re a young guy, you look pretty young. How old are you?

Kyrillos Mansour:

Just don’t to answer that.

Ben Handler:

Okay. So it’s great that you had perspective at a young age where you know, you don’t need to business in order to be good at business. Yeah, you’re right. Like you need to have obviously ideas you need to execute. You need money and it’s great that you saw the optometry space as a, as a vehicle to get you there quicker. Right?

Kyrillos Mansour:

Yeah, for sure. So yeah, like I said, that is something that I love business. You know, when I was in school, I was watching shark tank and you know, all these business programs and when I started business it just made sense. Like at school I didn’t really study. It just, it just made sense. But I realized you need money to have business to start a business and I thought it’s probably quicker making money as an optometrist and studying a business degree. So just jumped into that and then figure it out later.

Ben Handler:

Like, so many of the guests I have on the show, very entrepreneurial. You’ve obviously, you’ve got that entrepreneurial DNA. You started two other businesses. Yeah. Not including your buyer’s agent presenter you had so you had a perfume business. Yes. So was that online sale?

Kyrillos Mansour:

That was online. So I had that when I was at university. So during uni I had three jobs plus plus the business. Just, just for fun. I enjoyed it. I enjoyed working rather than just sitting at home with my mate doing nothing. So I had a couple of jobs, started the perfume and makeup business. Yeah, it was primarily online. We did one or two events where we had people come look at the products and whatnot. Just before my final exams I just sold it, sold it for a small profit. When you’re a uni student, a small profit, it seems like big money back then by the end. That was like my first real taste of business back back at university. Good, good. And then you start another business. Since then? I did. So when I was working as an optometrist full time I started the restaurant full time so it was a lot of work with a couple mates and then ran that for a couple years, then sold that one off to my mates a couple years later,

Ben Handler:

Two exits at a young age. And I bet you’re glad you’re not in a hospitality now.

Kyrillos Mansour:

It’s a it’s a tough, tough spot to be in for for anyone in hospitality at the moment, obviously. But I think hopefully I think a lot of people like to support local Aussie businesses and hopefully when we get to the other side of, of coronavirus and obvious people flood to their cafes and local restaurants and help out local business owners.

Ben Handler:

Whenever I go to a restaurant or a cafe, I always, I’m always analyzing just business and I don’t know a lot about that sector. I’ve never invested or run a business in that area. But I, it feels like just by looking at it, the return on time and the return on investment doesn’t make a lot of sense.

Kyrillos Mansour:

That’s correct. One of the reasons why we got out was because of that. And I mean I haven’t worked in too many industries, but I’ve worked in a few and it’s one of the harder industries. And to correct, like you say, for the return to a lot of time, it’s a lot of energy. It’s a lot of manpower and there’s not so much automation that you can get out of it. So you are physically there a lot of the time you’re trading your time for for not a lot of money. So which

Ben Handler:

Is which, which is challenging. So which moves you now into, well let’s, before we move into your buyer’s agent business, you bought two properties before 23, which is great.

Kyrillos Mansour:

Yeah.

Ben Handler:

What was the, what was the dry for the properties? Was, was there a specific reason why you wanted to buy them or you just thought it was good or,

Kyrillos Mansour:

No sir, well that’s actually a builder, but he had no influence on that actually, to be honest. Then when I was at university again I was just reading a lot of books about property business, you know, Warren buffet books, you know, books about anyone and anyone that was successful. Just trying to figure out how they did it. I came across a few property books that were quite out there. But gave me a perspective of, or you can actually make some money out of property. Started listening to podcasts, watching YouTube videos, anything I can get a hand on just to understand how property works. Realized you can become financially free just by buying some houses. This makes no sense, but kept looking into why does anyone else do this? Like it’s just so simple. And I just realized, Hey, I can stop working at a young age if I accumulate properties or whatnot.

Kyrillos Mansour:

As soon as I got my first paycheck after graduating as an optometrist, I went to the bank. He said I want a loan. And they kind of looked at me like, you don’t even have two paychecks. So I waited the second week, went back in, got a loan and looked into property and found what I wanted to buy. And that’s when the research in my spreadsheets or came to life because I just realized I enjoyed it. Yeah. So that was the first one. Second one was a couple years later, put out some equity and did it again.

Ben Handler:

So at least you had equity. So you obviously bought well.

Kyrillos Mansour:

Yeah, that’s right.

Kyrillos Mansour:

And wrote and hopefully wrote a good market. But let’s talk specifically more around your BA business. I mean, I’ve seen been watching you online, you’ve obviously got some good skill from your online perfume makeup business and obviously you’re pushing good content. Have you found is different about this buyer’s agent business compared to all the other stuff you’ve done at such a young age? In regards to business?

Kyrillos Mansour:

Yeah, for sure. I think in regards to business it’s, it’s something you in Australia it’s very small. It’s very niche. So there’s a lot of educating about the service rather than when we had the restaurant, I mean everyone knows what a restaurant is or where you had the perfume business. People knew what perfume was in makeup. There wasn’t so much explaining what the service or product was. It was more so just here’s the product, here’s the service, you like it, come buy it. Whereas with this business, with the buyer’s agency, it’s, you know, close friends of mine that have followed me from day one come up to me every second day and say, so what do you do? And, and you know, obviously pushing a lot of content about, you know, and educating what buyer’s agents do and how we can help help everyday Australians and other people to purchase property. I think that’s the biggest difference that I found initially is just educating people on what it is actually a buyer’s agent does. Cause as you would know, it’s not a very big industry at the moment in Australia. Quite small.

Ben Handler:

It’s a really good point you bring up and out of a lot of the people I’ve interviewed. No one really has specifically spoken about the education point because you’re right, it’s especially with you. You’ve run businesses before. People need to eat that is eat. People want to smell good. They spray perfume and not everyone up in the morning going, I’m going to buy something today or in two months I’m going to call a buyer’s agent. So there’s a, I think you’re right there. There’s a massive education piece that we’ve got to do which is needs to form part of our content strategy around education, around why people need a buyer’s agent, which I saw you did something yesterday. Six reasons, eight, eight reasons. Sorry, I saw that on Instagram. It’s great that you’ve identified that as an area that needs attention and more specifically, I wanted to also dive into you, I’ve seen you doing deals, you’re working with clients. How has been that client journey? Because obviously the online business is more product, not service. Your hospitality restaurant would have been very much customer service. This is obviously very high end service touch. How have you found that dynamic?

Kyrillos Mansour:

Pretty smooth to be honest. I think maybe because I just have a passion for it and like I enjoy talking about it and you know, when, when a client’s talking to me and they like, Oh, I’m so sorry. You know, do you have time for that mate? We can talk about property for the rest of the day. Your wife’s going to get you in trouble, not me. So it’s pretty smooth. And just I find when I explain everything to the customer or the client and really go through the process and, and show that I actually want to teach them that they see back in, they, they love top sober and they’re happy to go along cause they realize, you know, we know what we’re talking about and they appreciate that we’re teaching them but they still understand that just because we’re teaching them, it’s not as easy to do it.

Kyrillos Mansour:

So I found it pretty smooth to be honest. And you know, we are getting some clients and occupy clients. I’m very different to the investor clients. But both same fundamentals, you know, what we’re looking for and, and, and the education piece. But I find from all aspects, when you’re speaking to the client, if you’re educating them along the way, they, they just love it and they trust you and they realize, you know, their money’s going into safe hands and it’s going to become, it’s going to be much worth it, much more worthwhile for them in the longterm,

Ben Handler:

I believe. I know there’s a buyer’s agent within our community. I won’t name any names just so it’s not that it’s private, but I just thought I’d not mentioned it. They, they’re looking to read something. Someone in the buyer’s agency community, they’re looking to rent a property. They put me down as a reference. So I received a phone call from the property manager saying things are probably not just saying, just just interviewing this, this person, just getting some background information and make sure they’re okay. And what transpired in that conversation was the lady said to me, we were so impressed by call called mr X that my colleague who was there was really curious about the advocate services that he that he gives. He’s in Melbourne by the way. And so he, she said, my colleague just inherited money and was so curious, took a card from mr X to inquire more about his services. And then when you arrived here before the show, you then realized that the videographer who set this up lives near you and is potentially looking to buy. So where I’m going with this is there’s opportunity everywhere. There are people looking to buy property, create wealth everywhere around us. And so how have you found this whole notion of opportunity?

Kyrillos Mansour:

100% agree. There’s opportunity everywhere. Everyone wants to make money and everyone wants to have a financial future that’s secure and you know, so for some people, it’s freedom and not having to work again. So everyone’s looking to invest and everyone’s looking to, you know, generate wealth as we should be. But not a lot of people know how to get there and how to do it. So I find, you know, at the start it’s quite difficult, you know, getting your name out there and explaining. But like you said, you speak to a couple of people who a sudden you found someone that wants, wants to buy a property and you know, they speak to you. And if an opportunity is there, and even once that person’s done it and they’ve had a fantastic experience like luck my clients have and they told their mates, Evan, you know, slow spread, even though they may still their mate and it becomes like a nice big tree.

Kyrillos Mansour:

Of, of clients coming down and opportunities everywhere. So I find a hundred per cent agree with you. I think the opportunity is everywhere because anyone that you know has a job that has some solid income, is probably able to invest in some sort of capacity, might not be now it could be a bit later, but at least, you know, they’re learning how to where they need to be so they can start investing or, or buy their own property. Housing is very in demand quite often. So opportunities everywhere. And I find food, the Facebook, Instagram, LinkedIn pages, like all our pages with all the educational content we’ve given out, people gravitate towards it cause they want to learn more and they want to learn more than they send you a message. Just to ho can you explain how do I get a better rate or how do I do this? And just one simple question. When they come back and they’re like, thank you so much for your help, you know, a bit of free help and they come back and can we do some work with you? So a hundred per cent agree opportunity literally is every everywhere.

Ben Handler:

And especially with the strategy, it seems like the approach you’re taking, which is giving out a lot of information, valuable information, just providing a lot of content. That’s what people want.

Ben Handler:

Yes. took a book, a page out of Gary on Facebook. Gary V is a big influence of mine. Yeah. I think the way he does it is very smart and, and very noble. And I, I like to think that do I want to do my run? My business is just, you know, give out information and try and help people make the right decisions and correct decisions. And I don’t know if you remember when we spoke a long time ago when we first started the journey. I told you I’ve had, I’ve met people that have made big mistakes cause of spruikers and whatnot. So that’s also why, you know, I love the education pieces. You know, if we can help someone not make a five, $600,000 mistake we’re setting them up in the right, in the right path for the future.

Ben Handler:

There’s a lot of spruikers when I got into the education space when I sold out of my company, I noticed that because we always personally talking to people at that time, and a lot of them had been sold into things, courses or even developments. And I heard a lot about people’s stories and it’s, it’s quite scary what goes on. And if even people were thinking that I was spruiking getting people into my program, I think I’m like, am I gonna be able to make money? Am I, I’m like, you know, like, it’s just, it’s a scary place out there. And as long as everyone’s operating with integrity, with good intention and just giving transparent information, that’s, that’s what’s important, right?

Kyrillos Mansour:

Yep.

Kyrillos Mansour:

Correct. So, and that’s what it’s all about. Like just that education and giving out information, like we don’t want people to look at us and think, you know, we’re just trying to sell them something or our best interest is really the client’s interest. And we do really, cause if the client succeeds, then they’re going to come back and then we’re going to make money and they’re going to make money and everyone’s happy and then they’re going to tell their friends and they’re going to bring more clients over to us. So it’s in the interest of ours or anybody’s agent I can assume to lead someone down the wrong path, you know, do something that’s not right. So I think that free information, the free education or the content, I mean, you can learn a lot if you just fill out pages. It’s just, there’s so much out there.

Ben Handler:

I love it. How did you come up with the name First Brick?

Kyrillos Mansour:

I was sitting in a garage of a couple of mates and I was 109 for these business and just names being thrown out everywhere. And it wasn’t mine, to be honest. I’m giving him a shout out. His name is Peter, cause he always wants to shout out. He said, what about First Brick? I said, Hey, this is a nice name. Well, we’ll try to think of something like just like the beginning a name that kind of resembled the beginning of a journey. Then First Brick, if he threw it out, nothing else made sense. It had to be first brick. And so it kind of stuck and everyone just kept yelling for his brakes. That’s the one. So it came up in a garage mate’s garage.

Ben Handler:

I love how things are ideated just very different, different environments. So what have you found you’ve been able to transfer from, you know, the hospitality, the makeup, perfumer, and just life experience? What have you found has been very transferable into this new business?

Kyrillos Mansour:

Yeah. it’s a good question. They are so different. The industries are so, so different. But I think one big common thing between all three is the service and the customer first approach. You know, when you run a restaurant, it’s just me, it’s all about the customer. If they’re not happy with the food or they’re not happy with anything, you take care of the customer. And it’s the same with the perfume and the makeup. The online, even though it’s online, you can’t see your customer because they’re behind the screen in their own home. They’re sending you a message and they’re putting a review. And when you’re in an online space, one bad review and you’re done. So the service and having the customer focus I think translated very easily into to the buyer’s agent world because like with the buyer’s agent, it’s all about the customer.

Ben Handler:

We have to, you know, whatever the customer needs, we build a plan for him, we find out a way that needs to get, what’s the end goal then how do we get there? So I think that skill has transferred over quite smoothly. And then other little things that you pick up, just how to run a business, you know, what to look out for, what to, what do in your day to day running. Definitely transferred into this. And I think a big work ethic from both businesses moved into this, which helps cause there’s a lot of work that obviously goes into them involved in every client. And even just running the day to day operations and business is a lot of work. Even having that work ethic beforehand from the first two businesses definitely translated into it.

Ben Handler:

So you started First Brick when you were 24 yes, yes. That’s actually the same age I was when I started Cohen Handler. It’s impressive that you’ve started other businesses you’ve exited out and you’re getting into this space. I think more so because you’re entrepreneurial, you’re passionate about property and I, there’s a lot of transferable skills. I’m sure that you, which is evident from what you’ve just shared, bringing to the table. And it’s also exciting to see where this space is going to go. The buyer’s agent space, as you know, and as you were saying earlier, as you have, we have to educate people because it’s so niche, but it’s because it’s so niche. It’s also very opportunistic. But it’s, it’s going to grow a lot and it’s just interesting to see where it’s going to go. I mean, you’re obviously quite fresh in this space. What’s been some stuff that you’ve observed around this industry? Could it be anything? I’m just curious to know from your point of view.

Kyrillos Mansour:

Probably the first thing like we’ve kind of touched on is that no one knows what it is or not. A lot of people don’t know what it is. Why is that? I just don’t think it’s very common in Australia at the moment. Like, you know, the numbers probably better than me how many buyer’s agents there are

Ben Handler:

But, but why do you like, I’m just curious to get your point of view that, why do you think it’s, it’s been so there’s been so much weight on the sell-side with obvious representation from the selling agent to the vendor versus buyer’s agent to a buyer.

Kyrillos Mansour:

Well, I think, I personally think so. You know, Aussies, Australians, we love to talk property. And I had the barbecues on the weekend or when we were mates, you know, having to be, or whatever it is. There’s someone’s talking about property. And I think because we love it so much and we live in it, we think we’re all experts at it and we can all do it. And just, you know, Bob up the road board place and made some money off her so, you know, you learn from him and he might be doing it or he just might be riding a boom at the end of a wave or something. And I, I think because our intrinsic values are to talk about property I think it’s slower on the buying side because everyone wants to do it and everyone wants to buy themselves and wants to invest, which is fantastic. No issue with that. But I think when it comes to the selling, we are a bit more hesitant to sell our own place or to sell the products that we always look for an expert to sell it. So I think that might be a big part of why it’s not so common here. I know like in the US it’s very, very common to use a buyer’s agent. It might be different. They maybe they don’t care about, they don’t want to talk about property or their everyday life like we do.

Kyrillos Mansour:

Yeah. Not interesting observation. I mean, yeah, it’s, it’s, it’s always me like, cause when I started and I felt like no one knew what advisor at all. And so just explaining the value proposition and just giving some insight as to why I thought it was necessary. It just looked like you’re staring at a brick wall. It’s, it’s sometimes, so it was challenging, but it’s, it’s definitely improving. And I, I, I believe it’s, it’s gonna, it’s gonna change a lot over that for the best, for the next, you know, two to three, four years.

Ben Handler:

You were the pioneer I guess in, in your course definitely helps. Bring, bring the buyer’s agents into more light and, you know, get more awareness around it, which I think is a fantastic, fantastic thing. Evan. I’ve in the community between, between the buyer’s agents. It’s not this, I haven’t personally seen like such competition between them small, how can I help you? Didn’t like, you know, some of the new guys that are starting out, I mean I’m new but some of the newer guys are messaging me, Hey can you help me with this? For sure. Like happy to help and what do you need them? And the other day, you know, I see someone needs help with a, with a client, they’ve passed it on someone else. Like no issues, no huge like rivalries or anything like that. I think everyone’s happy to, to help each other cause we can see the potential space growing to like a massive, massive scale, which is, which is something really cool.

Ben Handler:

Yeah. And that’s it. Thank you. It’s a good observation as well. I think, you know, the community is a big part. Just talk about helping and serving and sharing information and the camera. It all comes back for the best and having more of an abundance mindset mentality as opposed to a scarcity which you’ve clearly, you’ve clearly got the abundance. What’s your podcast called, by the way?

Kyrillos Mansour:

So it’s got the First Brick Property Podcast, so it didn’t, we fought skateboard and that was pretty, pretty similar. So first brick property podcast even the pages First Brick Property Buyers’ agency on every social platform you can think of.

Ben Handler:

Yeah. Awesome. Oh KM. It was good to chat. Thank you for having me. It was a, it’s inspiring to hear your story. You’ve started multiple businesses in different sectors industries and you are obviously leading the way now I think in this new space because you’re actually, you’re, you’re following your passion. So by leading, I’m not saying you need to have been here for 10 years, but everyone’s a leader. We’ve even got leaders without titles. On each side of this board is every single person is a leader. And the fact that you’re now pursuing your passion, you’ve bought properties, you’ve run businesses, you’ve sold businesses. I believe you’re leaving the Waymade. So I appreciate you being here. Thank you for having me. Appreciate it. Some. Thank you. So check out KM. He’s the man on social media. Check him out. Check out his podcast. He gives out a lot of information. He gives that a lot of his time and that’s what you want. And so if you’re listening here, check him out. He’s websites on the screen. Check out the podcast across all social platforms. Loves property based in Sydney, buying property across many different States. Hope you enjoy today. See you next week.

Please watch the full episode here:

Top 5 Reasons To Invest In Real estate During The Pandemic

As the norms of living and the very world we live in changes around us, almost all businesses have to adopt. The dynamics of certain industries such as tourism, restaurants, and many others have drastically changed. Property has been no different.

Property buyers in Australia have to adapt to new ways of dealing with people and changing trends. With less and less open houses and a shortage of stock, people are sceptical about dealing. These are all the more reasons why you need an experienced buyer’s agent in Australia by your side.

But it’s not all bad. The pandemic has also opened some opportunities where people can invest. Here are 5 reasons why it’s the right time to invest in the Australian real estate industry.  

The Role of The Buyer’s Agent in Australia

Since the start of the virus lockdown, buyers, especially inexperienced ones, have gone quite. This has reduced the number of competitors and made the playing field more negotiable. This is a good indicator where you can use this opportunity to invest if you know what you are looking for. This is where the role of an experienced Buyers Agent in Australia will come in handy. They will guide you in investing in the right property for which you will not overpay due to reduced competition.

Urgent Sellers

Since the lockdown, a lot of sellers are reluctant to sell. But for some people, the property business was their bread and butter. There are always owners that want or need to sell. This is where uncertainty becomes an opportunity. Take advantage of the smaller number of listings as they may be people that really do need to sell in a tough environment.

Lower Mortgage Rates

Paying off your home loan has never been this cheap. Data suggest that mortgage repayment would be lower than weekly rentals. This implies that people will be able to buy a property with home loans at a seemingly low mortgage rate during the pandemic. This is a good opportunity for investors who don’t want to take too much risk. 

Wait for The Market Boom 

 It has been observed as a general trend that after every recession/ depression the property market experiences a strong period. After the 2008 global financial crisis, property prices slowly started to rise and reached an all-time high.

This often happens when investors take their money out of unstable share markets and invest it in safer and less volatile assets such as the real estate market.

This helps the market to portray itself as expanding and an increase in demand is seen. The rise and fall in prices help people understand the value of the property. A patient investor can reap very handsome gains during a post virus crisis period.

The Banks are Eager for Business

Due to the lockdown and virus restrictions, the banks are not generating the normal level of revenue. Not many people are signing up for home loans at the moment and the banks are feeling it.  Right now, the major banks are luring people with many marketing incentives to attract solid borrowers. Buyers can leverage this situation to their advantage to get a property loan on extremely low rates.

Takeaway

Where the Covid-19 pandemic has affected businesses, there is also a silver lining. Buyers Agents in Australia can really help their clients find a good deal since the rates are low. Also, there will be sellers who want to sell their property during difficult times. This may also play into the advantage of the buyer. The most important factor is the lower prices at which you can buy property right now. This coupled with the fact that property will see its boom after the pandemic will be highly advantageous to the investors.

The Hole in the Adelaide Market

Buyer's Agent Luke Bailey

From a very early age, Luke Bailey understood the value of investing in property and by the time he was in his mid-twenties had built a large property portfolio.

Early in his life he wasn’t working in the property industry and was focused predominately buying properties for himself.

“Originally I was actually an electrician working away in the construction industry in the fly-in/fly-out and oil and gas fields around Australia. But in terms of where I started in property, I was an investor since I was 18 years old so I had some investing experience prior to starting off the buyer’s agency. I built quite a large property portfolio mostly in my twenties.”

Being from Adelaide, Luke felt there was an opportunity to use the years of knowledge he had gathered as an investor, to help others do the same.

“There’s a couple of things that lead me to become a buyers agent with the first being the opportunity and a hole in the market that I saw. I’m based in Adelaide and I saw that there was a lot of buyer’s agents in Sydney and Melbourne, but not too many buyer’s agents in Adelaide so I saw an opportunity in the market to bring the buyer’s agency side of things to Adelaide and kick things off there.”

“The second part was more or less to help people not make some of the mistakes that I’d made early on. I felt I had some experience as a property investor that I could probably share some of that knowledge to help people.”

With a keen interest in small scale development and subdivisions as an investor, Luke felt there was an opportunity to help Adelaide investors by applying those same strategies.

“On the buyer’s agency side of my business, we service predominantly investors and developers. Then the second part of the business is actually a buyer’s agency service, but we also actually do project management as part of that and that’s specifically small development projects like subdivisions and land divisions and small construction projects.”

Despite his wealth of knowledge, it took a few months for Luke to build his business up and start gaining momentum.

“In any business, the first six to twelve months is always the hardest no matter what business you’re in. But for me, it was all about just getting a good structure and working out what things really drive a business. “
“For me in the first six to twelve months I was really focusing on marketing and sales and getting my name out there. And now I don’t do as much marketing and sales now, but the first sort of six to twelve months that’s what I had to concentrate on.”

Luke started working with the BAI in a bid to better understand the business side of things, given his well-established skills as an investor.

“Coming from being an electrician and working in the construction industry, I had no prior experience in marketing and sales and actually running a buyer’s agency business.”

“They are two things that are completely different. But BAI has been great – it’s really propelled me a lot faster getting in touch with Ben right at the start.”

Luke is looking to continue to grow his business in the next few years with a big focus of the development and the project management side of things.

“I’ll definitely be looking to do more in the development and land division space. I’ve identified a bit of a hole in the market here in Adelaide where not a lot of people provide a service where they’re buying the properties and then actually taking it to the next stage with the project management of these land divisions and construction projects. That’s where I’ll be taking the business in the next five to ten years.”

If you’ve got a passion for property and want to control your time, then Luke suggests that becoming a buyers agent might be a career to consider.

“There’s a lot of people out there that just are not fulfilled and they’re not happy in their job and being a buyer’s agent does give you a lot of freedom and it allows you to be your own boss so you really control your own time, which is ultimately what we all want to do.”

“We want to control our own time and do things that we want to do and not have to work for a boss. It all comes down to freedom and flexibility for me. And I think that’s what most people really seek and that, in terms of this career path, can provide that for you.”

Helping Owner Occupiers Ethically

Jayne Robbins’ transition into a leading buyers agent in Brisbane has been a natural progression, having started out as a highly successful investor.

With a keen interest in property, Jayne and her husband were able to purchase their first property when she was only 24. With a background in accounting and it was clear that Jayne was someone her friends and family would turn to when they needed advice on property and that sparked her interest in turning that skillset into a business.

“After we had our children, I wanted to start my own business. I wanted to be in control of what I did with my time and I came across the idea of a buyer’s agent and could see that it was something that would be personally fulfilling as well as professionally fulfilling.”

“I felt that ethically, areas of the industry didn’t align very well to myself, but I figured if I started my own company, I would be able to call the shots how I wanted.”

One of the most important foundations of the way Jayne operates is all-around ethics and her goals are focused on doing the very best for her clients.

“When I mapped out how I was going to start my business I just implemented that plan around quitting my job, going and getting my licence, setting up the company and just took it one step at a time and I didn’t get disheartened.

“My business isn’t about being the biggest or buying the most property or having the most clients, it’s about being the most ethical in the industry.”

After helping so many of her family and friends find properties, focusing on owner-occupiers was a natural fit for her.

“I’m 100% focused on owner-occupiers who want to buy in the inner-city suburbs of Brisbane. That’s around eight to ten kilometres from the CBD and I primarily work with families upgrading their homes. They’re predominately buying four or five-bed homes in the inner-city suburbs. That is pretty much that’s my speciality – I don’t do investments.”

“A lot of couples are attracted to me because oftentimes the mum feels very confident that I can see it through their own eyes. I don’t put options that have got poor layouts or something that’s not going to work for my clients to them.”
“Given my numbers background, the investment side would have been a natural fit, but I find owner-occupiers are much more rewarding to work with.”

Early on Jayne started working with the BAI in a bid to better understand the business side of being a buyers agent, given her background as an investor was already well established.

“The program has been perfect for what I needed because I knew how to buy property, I was very familiar with property in the areas that I was buying in.”

“But what it’s been very good for was that I was very unfamiliar with the process of sales and I think I had been going through my life not realising that anyone was ever selling me a product. I went through life saying, “Yes, I want this. I’m going to buy it. No, I don’t need that, thank you very much.” I was very unaware of that process that people have to make decisions on who they want to work with. So it was great training for me personally in that sense.”

“I feel like having the support of Ben when you’re on your own, it has been really important because it would have been difficult finding your own way through things working by yourself all the time.”

Going forward Jayne wants to continue to work with owner-occupiers and grow her business, The Informed Buyer, at her own pace.

“I feel like everyone wants to put more staff on and have a bigger headquarters, but for me, I don’t see that as really where I want to take it.”

“I just want to be dealing with the client. Just having ideal clients all the time and just having consistency in that is probably where I want to be.”

Have you considered turning buying property into a career?

Helping Investors Generate Passive Income

Buyer's Agent Sanjeev Sah

In a little over 12 months, Sanjeev Sah has quickly established himself as a successful and highly regarded buyers agent in Sydney.

Before embarking on his journey into property on a full-time basis, Sanjeev was already a very successful investor. He was able to go about building a property portfolio that quickly generated more income than his full-time job and that made him realise just how powerful property was.

As he becomes more successful, Sanjeev found himself in a position where friends and family were turning to him for advice on all aspects of property and he realised this might be something he could build a business around.

“To be frank I think becoming a buyer’s agent came as a total surprise to me. I had never planned for that because I was doing my own property investing and I was quite successful, successful.”

With a network of friends and family already calling on his help, Sanjeev was able to build a business very quickly and transition out of his IT role.

From day one, Sanjeev focused on helping property investors, which was an area he was already highly skilled in. However, he also saw there was scope to work with owner-occupiers as well.

“When I started, I wanted to help investors because that was my goal. I’ve always been passionate about talking about creating passive income and building a solid portfolio, which I was doing myself.”

“However, I was also seeing first home buyers that were making large mistakes where they’re buying expensive properties they can’t afford or buying the wrong kind of properties. So I said, in the first year I would focus mostly on the investors, but I would also help some first home buyers if they’re serious about learning from me.”

Sanjeev’s investment philosophy is built around creating passive income to help make people’s money work for them.

“My own philosophy is to have money work harder for me through property investing and have a stable stream of passive income, which can give me more time for myself, my family and things I really care about without worrying about everyday expenses.”

Armed with a strong investment philosophy and a core network of people around, Sanjeev’s business grew quickly in his first year.

“I and my business got enough support from the people who knew me and have seen the journey while we’re building up our own portfolio. They came forward to use our service with confidence plus a lot of new people also trusted and used our service.”

“It was a year full of learning, being uncomfortable, experiencing new things and I just think so many business sides of things which I never had to think before as I was coming from a full-time nine-to-five job and this was my first business. But given I’m truly passionate about property and the business was aligned to my goals, always helped me to love those sad part of the business where you’re frustrated and, at times, down.”

“Within my first year itself we bought multiple properties across four states and in nine suburbs and we’ve become a national buyer’s agent which means you buy properties across the country. So things are getting better and now we are growing too which brings new sets of challenges, but we are loving it all.”

Being new to the world of operating a business, Sanjeev was able to use the support the BAI early on when he was learning how to truly work with clients.

“BAI has been super helpful for me. The program showed me how a buyer’s agent is solving the purchaser’s problems. I don’t think I could have ever have started this business without the BAI showing me step-by-step how to get started in the business and how to serve the clients.”

“It’s very amazing. I don’t think I could have reached where I am today without their continuous support and help.”

Sanjeev has big goals for his business Investors Dream as he continues to expand his service offerings and continues to focus on identifying the best opportunities from across the country.

“We’re already a national buyer’s agent where we’re buying very-much cherry-picked investment properties across the country based on our clients’ profile and needs.”

“In the next five years, we see ourselves as one of the top tier buyer agencies here in Australia in the investment property space. Our goal is to help our clients with add-value potential properties and also support our clients with property renovations and granny flats, doing smaller sub-divisions which we’re already doing it, but we want to do it on a national level and in a very cost-effective manner as this will help our buyers manufacture equity and they can continue to keep buying properties frequently rather than waiting for the capital growth.”

Have you considered turning buying property into a career?

This Is Why You Shouldn’t Trade Time For Money

Buyer's Agent Oliver Jackson on why you shouldn't trade time for money

Oliver Jackson:

Yeah, I, I now focus 95% on investors and my thing is buy something 60 seventies eighties we value our potential, so something that can be renovated so you can increase your equity and something that can be subdivided. Not everyone subdivides it’s only a small number of people that want to go down that path because you need the cash take some time. Some people think it’s stressful, I help them with that, but some people still don’t want to do it, but I still like to buy properties. It can be renovated at Valley a hundred percent

Ben Handler:

Welcome to the Buyer’s Agent Institute Show. The purpose of the show is to bring awareness to buyers agents to bring awareness around the career opportunities that the buyer’s agent sector is providing to people to bring awareness around the value that buyers agents are providing to people who need help buying property. Our goal is to strip back and dive into the remarkable journeys of buyer’s agents who are paving the way forward in one of the fastest growing career sectors in Australia. Right now. Our guest today is Oliver Jackson. Oli comes all the way from Melbourne. He’s currently running his buyer’s agent business called living property. He’s got a very colourful background. He’s worked in three different industries. He’s worked in hospitality, he’s worked in fitness, and he’s worked in construction and he’s own businesses within these sectors or some of these sectors before. So he’s got an understanding of what it’s like to be an employee and a business owner.

Ben Handler:

And while he was doing all of this, he built a portfolio. He built a portfolio worth around $3 million. So he’s got a knack for investing and he’s also renovated properties himself. So he really gets in deep with what he does with these property investing for his clients. Oli’s now buying on a national level across different States and I’m really excited to dive into his story because he, as I said, he’s got a very colourful story. So today I’d like to introduce Oliver Jackson. Welcome mate. Thanks for having me buddy. Good to have you. Here it is. It’s going to be here. I remember when we first spoke, you were, I believe, driving. I was driving, I think you were, you were working construction, so you were driving from near the Mornington Mornington potential area into the city. So it was obviously probably, what is it, a one and a half, two hour commute?

Oliver Jackson:

Yeah, two and a half hours every day. Both ways.

Ben Handler:

Yeah, I mean that that must be, I mean, how did you, I mean I know you, your education, you like it, so you’d have been listening to podcasts and doing like reading, listening to audios and stuff. But that commute, I always think about when I’m driving out of the city and I see people stuck in traffic. I was like doing that every day. Like dude, that was that. Was that a trouble?

Oliver Jackson:

The trouble for it drove me insane. It was, I’m 45 cause I was in construction so it was a six 30 start. So you know, you’re, you’re 45 minutes on the way to work. Not too bad sometimes two and a half hours on the way home. I mean you can, you can listen to a hundred podcasts a week or you know, do two or three audio books a week, which is great. But you know, you don’t want to be sitting in traffic so you can read a book. You know, I’d rather be at home sitting on the couch reading a book. So yeah, it was after about three or four years made it got, yeah, it was pretty torturous to be honest. And you got two twins? Yeah, I’ve got three year old twins, boy and a girl. So you’re very cute on it. I’m sure you’d prefer to be spending time with them, which you do now, right? 100% right. I’d rather you’re sitting in traffic driving home for two and half hours thinking about your kids when you get home. But by the time you get there, after a long day at work and then a whole day, a two and a half hours of driving, you get home and you’re like, ah, drained. I’ve just noticed you’re wearing quit the nine to five tee shirt.

Ben Handler:

Yeah, respect. I’m not wearing mine minds be kind, but I guess they’re both good t-shirts. Digressing, seq then. So one thing I didn’t mention, I said you’d worked in construction. We always see getting paid a really large salary. You’ve run your own business in hospitality and also fitness, but you also have worked in the circus.

Oliver Jackson:

Yeah, I grew up in a circus when I was a kid. Um, it’s like my second family. So we, I grew up in camera, but travel with the circus pretty much up until the age of 18, 19. Um, yeah, pretty different. Awesome childhood. Um, I still go to the circus regularly and yes, it’s still family.

Ben Handler:

What was your role in the circus?

Oliver Jackson:

Uh, I was a clown. There’s like a acrobats, a bit of juggling used to do the flying trapeze and stuff, but not, not in the show. It wasn’t that good. Should we do some juggling now? Maybe not for now. I’m assuming. You’re still quite good.

Ben Handler:

Cool. So it’s interesting. A lot of the discussions I had with people on, on this show, they’ve transitioned from a lot of the, a lot of the careers. There’s been some level of unfulfillment, some haven’t, some have actually enjoyed what they’re doing. But I know your last role was in construction and you obviously commuting a lot. It seemed like you underground. So what were you doing in construction?

Oliver Jackson:

Um, so I worked in high rise construction, so see if MEU union work. I was a fencer, so I used to build fences, um, a lot of carpark onto groundwork. So in a car park, 12 hours a day, and then I was making two 50 to 320 grand a year. So pretty good money, obviously pretty hard to leave. Ah, that’s why every construction work in Melbourne. It does it for 30 years because where else can someone go and make 300 grand a year to work in the construction side? You know? So it is pretty hard to leave that kind of grind when you’re making that kind of money. But um, yeah, I’m glad I’m out of there.

Ben Handler:

Not much sunlight. Yeah. It must be tough conditions being underground like that all day.

Oliver Jackson:

Yeah, my days. It’s a different vibe, that’s for sure. You’re in, you know, Fluor lights, concrete construction work is 12 hours a day, even 12 hours a day in any building or any job’s hard enough, let alone on a half-finished building when it’s freezing cold in Melbourne in winter. It’s pretty taxing.

Ben Handler

This may be a generalizations, so I, I’m assuming this or you can call it out if you think it’s completely off, but I would think, I mean, I studied construction university. I was supposed to get any construction. I didn’t get into it, but you would think that most construction people, they get a lot of them that do get paid. Well, some don’t. But you’d think that a lot of them just spend their money stupidly, like they would come out of their careers. Tradies especially not with a lot of assets that may be incorrect. Do you, I do think there’s truth to that. And B, what prompted you to start investing in property?

Oliver Jackson:

80 to 90% of construction workers piss their money away. You know, everyone’s got the newest mellow, they all drink too much. When you’re working that many hours, your wife and your family, it’s depressing. So a lot of the guys drink a lot like gamble, you know, you’ve got a load of spare time when you’re driving. People gamble heaps. So you know, everyone’s not overly educated like a lot of the laborers and so on. Um, know I wasn’t, I was never went to uni. I never had a degree, like my $300,000 a year and I never had a degree. You know what I mean? It’s, there’s a lot of people like that, so a lot of people would just piss their money away. Like when you’re making that kind of money year after year, you just think it’s endless. I’ve always wanted to get into property when I was younger, but I was too busy partying when I was, you know, my 18 to 25, um, always thought about it. So as soon as I had the money coming in, that’s the first thing I wanted to do. Plus I was really handy on the tools for my job. So it kind of just all made sense.

Ben Handler:

You and so I’m assuming you were renovating the apartment.

Oliver Jackson:

It’s 100% yeah. Every property I’ve ever bought, I’ve renovated myself. Wow. Good thing about construction is every single trade. He’s on site every day. So I just got an electrician, a plumber, everyone from site paid them cash off the work to come and help me. So it was great. It was pretty good for that.

Ben Handler:

I like that. And so maybe not the cash part, let’s just until the text about, so what about, you just bought something recently. I know for a client, a subdivision. Yup. Have you ventured out now completely with your clients that you’re buying investments for where they’re looking for renos? Some of them are doing a strict buy and hold, some are doing subdivision [inaudible]. Are you now working with a whole mixed bag of clients?

Oliver Jackson:

Yeah, on our focus 95% on investors and my thing is buy something 60 seventies eighties evaluate potential, so something that can be so you can increase your equity and something that can be subdivided. Not everyone subdivides it’s only a small number of people that want to go down that path because you need the cash takes some time. Some people think is stressful. I help them with that, but some people still don’t want to do it, but I still like to buy properties. It can be renovated

Ben Handler:

at value a hundred percent yeah, I agree with that. Even if it’s a small like cosmetic Apple paint or just something basic and you spend $10,000 it’s crazy what the difference, what you can do in terms of upside. Yeah, I agree with that. That’s a big one. A lot of people think they need to do at least structural renos. Yeah. Money. You don’t need to know

Oliver Jackson:

30 grand. You can do a house like, you know, it’s paint and your kitchen. Bathroom is, things are cheap these days. Um, it’s not that hard to do. There’s a so many companies out there that can help you do it. It’s, it’s not what it used to be.

Ben Handler:

How are you enjoying the new life? Because it’s not easy starting any business, especially being a buyer’s agent. It’s not just super easy. It’s got its challenges. But I also think with the challenges of a buyer’s agent, when you join the career, there’s so many wins outside of the financial gain. Like the freedom and the flexibility and the autonomy that it outweighs a lot of the other stuff, which can be maybe not earning money as quickly as you want it to. What, what’s been your experience?

Oliver Jackson:

The hardest part was going from 300K to, not that that’s a big adjustment, but you know, I built up my portfolio over the years to a point where I could, I could do it. I could, I could quit my job and I could’ve taken two, three, four years off if I really wanted to. So I kind of had that flexibility, which is good. But the time that I have now to do what I want to do is unbelievable. Man. I get some bike, my kids up, have breakfast, I could have lunch, I can have dinner with them. I can block out days like a week, two, three, four days a week. Like you work as hard as you want to. Um, obviously the harder you work and more money you make, but the flexibility of the, of the running of the business is unbelievable.

Ben Handler:

You get to understand work life balance a hundred percent. It’s just life, not just work. Yeah. You get to understand that whole integrated cause when you like, when you like what you’re doing. I’m assuming underground doing a large commute on the way to work and then spending time underground and driving home. I mean there’s not much of the life and the balance.

Oliver Jackson:

There’s a lot of work. I did six days a week, so for seven years, so Sundays, mildly day. And I mean Sunday you just need a rest. So my only real die outside was Sunday cause Melbourne’s pretty cold and winter it’s pretty dark. So I literally woke up, went to work in the dark at five in the morning, got home at seven o’clock at night in the dark. It’s pretty, pretty intense.

Ben Handler:

Must feel like. Yeah, you’re reborn. Don’t feel like, I honestly don’t feel like I’ve worked a day since I quit my job. You said earlier that, which I can understand it was not walking away from a 300 K income, which is big to zero. What really prompted you? Like what was the key thing that prompted you to make that decision? Cause that, that, that you need a lot of courage and you’ve got a family. You’ve got, you know, two young, beautiful kids…

Oliver Jackson:

Before I quit my job, I was doing both. It’s trying to, it was very hard. When you’re underground, you get no reception, pretty hard to have meetings and you rock up and you try to gear and you try to say your buyer’s agent doesn’t really work. Um, I actually broke my hand. I just had surgery the other day and I had three months off. So I was like getting work cover three months off. As soon as I broke my hand I was like, that’s it. I’m never going back to construction again. It’s like it happened. I was in the hospital and that was it. That’s I’m looking back. What was it?

Ben Handler:

Well like I understand it could’ve just been like an intro, something intuitive or outside of the hand, like, and that, that might’ve been it. I’m assuming just that icing on the cake. But was there something, was there a moment or did something happen where you were just like the day?

Oliver Jackson:

I think it was like June 15th. I actually remember this. I was listening to the podcast of you on, um, SPI. That’s when we spoke. I did the cost. That’s the day I decided that’s it. I’m quitting. But I, I couldn’t just quit cause obviously I have a family, I’ve mortgages. So my plan, my plan was to finish the next year in March, but then the hand happened in, uh, September, October. And that was when it was done. So I had already made the plan. It was just my, I had to plan it properly so I couldn’t just quit one day that I planned it, but then it just happened a bit sooner than it was meant to.

Ben Handler:

It’s awesome. It’s awesome. And that’s, yeah, that’s, that’s, that’s what I’m, that my deeper intention that I do with the program is not just to become a buyer’s agent. That’s uh, an output of the service we provide, but it’s to activate change. And so, uh, it’s, it’s awesome to hear that you were inspired and, and you, you are an action taker. So I’m not surprised. You kind of threw the talent like you did. So now you’re running living property, you’re focusing primarily on investment. You’re buying in a few different States. Every state except the Northern territory. Yeah. We don’t, I don’t know any buyer’s agents in Northern territory. Why? No friends to the Northern territory, but, and I believe it’s the hardest state to get your license and yeah, no, not many agents there. Okay. Um, are you doing any principal place residents purchasing?

Oliver Jackson:

I was, but I’ve gone to the investment of, I was finding, um, being a marriage counsellor too much with the principle place of residence, too much, a lot of emotion, a lot of indecision offended, quite difficult. Not difficult, but it was just when you’ve got someone dealing with, let’s make some money, this is the numbers with an investment property, this is your return. This is what I want. This is what you’re going to get. Simple. It’s, everyone is on the same page, but when you’re talking to someone buying a home for the rest of their life, it’s an amazing feeling. Buying it for someone and being involved in it because you’re in their life for the rest of their life. But to get there with some people is very difficult, especially when husband and wife most of the time aren’t on the same page, but they don’t tell you. Do you know what I mean? You think at first it’s all good and then as time goes on, you realized, hang on, these two years, I’m agreeing on this. And it just, it was very draining. So I uh, yeah, I’ve gone to the investment model and I’m loving it.

Ben Handler:

I see. I mean, I always say there’s a lot of emotional investment. I still believe a different emotion. Sidestepping what’s, you’ve obviously the, you’ve done a lot in terms of transition with your career in life. What’s your definition of success now? Fright. Time freedom.

Oliver Jackson:

I mean, you need money. Money’s great, but it’s time to see my kids grow up, to be mentally fit, physically fit, have time to, I’m training for a marathon at the moment. It takes hours of running, of stretching, of yoga, of fitness. It’s pretty hard to do that when you work 12 hours a day. So that is all in my actual daily calendar. I have my running, my yoga, my meditation is in my calendar, so I cannot book that in for any clients or anything. It’s all in there. I couldn’t have any chance I could do that before.

Ben Handler:

Yeah. I mean we were talking earlier, you came from Melbourne today. You had a coaching session with someone today or for the whole day and you said you got up at what time? Three 30 to go for a run to actually go for a run or run a three 30 ran to the gym, the train did something. I got caught applying here at 6:00 AM unbelievable health is important and we were talking about, this is for me, I mean it’s number one. Number one you have to be able to serve yourself or you can serve others and time. Talking about time, I meantime am the most important thing on this planet. The only thing you can’t buy more of. Yeah. And so it’s just nice that you’re valuing it more and you appreciate it more and you’re more aware of it. I mean I, I, I feel like I am to an extent, but at times I’m not, and I feel like a lot of people who are stuck in jobs that really don’t need to be there. It’s true, sometimes it’s, to me it’s a true definition. They don’t appreciate time enough. I’d say.

Oliver Jackson:

I don’t understand a lot of people that like, I don’t think they’ve hit that aha moment where they like you don’t need to be here. What are you doing? Like it’s just the rat race. Like they’re stuck in that habit. It’s like to break that habit. He’s so hard for so many people, like how many people are unhappy? Like probably 90% of the world are unhappy with what they do. It’s, it’s crazy. So to break that habit was quite confronting to actually do it. But you know, when you walk through the role of mirrors and the other side, it’s amazing.

Ben Handler:

How have you changed now since you’ve stepped into this new role as a business owner? Working in property, building relationships, serving clients, uh, getting your time back, more freedom, seeing your kids, spending more time in the sun, repairing your mitochondria. No, just getting healthier. How have you changed every way possible now?

Oliver Jackson:

I’m much more calm, relaxed, much healthier now feel I feel, I’m like, I’m 25 again. You know, I’m nearly 40. It’s crazy that I feel younger than I’ll get with felt fitter, healthier. I’m pretty much in every way. The most important thing is just to ha get to hang out. My kids, like when you, when you have kids and then you’re at work all the time, you never get the same. It’s like what’s the point in having him? I can’t, I didn’t get what people have kids if they’re gonna be at work all day because when they grow up, you can’t, you’re not going to get that time back again when they’re young.

Ben Handler:

It’s an interesting one. I mean I don’t have kids, I’ve got cats and sometimes I feel guilty seriously, just not spending enough time with them and I get that and, and that, and I would feel guilty if I had kids that I couldn’t spend time with them. It’d be challenging not seeing them grow up and being there with them. And so I’ve been, but you know, some people could argue and say, well we have to work, but I think we’ve all had choices with what we decided to do with our time and how we work and how we make money and we’ve all got choices. Right, exactly.

Oliver Jackson:

Wait. And then you know, throwing away my TV was probably the biggest thing for me to do the shift cause I used to go home, watch TV to siren out and I wouldn’t think I’d just be sitting there just watching some Shaun Netflix or whatever, got rid of my TV and started just reading and educating myself and that just opened up my health, my fitness, like my mind. Everything just changed. As soon as I kind of switched it off from the rest of what the rest of the world is kind of doing like I just stopped caring about what everyone else is doing. It is solely focused on that.

Ben Handler:

Throwing away the TV to create the shift. I haven’t had a TV, I can’t even remember how, when was the last time I had its own a TV, but I completely agree with you. TV is a game-changer. People say no devices before bed and all know this and know that most of us throw the TV out because the TV is brainwashing people. It’s, it’s, there’s a lot of garbage on there. It’s negative. The media is or is designed to program us a certain way, so the more we can get away from that, the better. And I, and I think the TV can create dramatic shifts because it’s a, it’s a distraction that we don’t have and so we may pick up another distraction which may be reading a book, which I think is a better distraction at times if it’s a distraction. But I really do believe what you just said is that TV can create the shift

Oliver Jackson:

100% it’s like so many people say that I’d have no time, I can’t, I can’t do that. I’ve got my time. But then they’ll watch seven episodes of desperate Housewives. It’s like what you found for us to do that I’m sure he could’ve have done it. Somebody else.

Ben Handler:

It seems like you’re moving with a new flow. I mean, I didn’t know you very well before. We’ve obviously formed a friendship since you’ve become a buyer’s agent and you’ve, you’ve, you’re transforming a lot daily, which is great to see and you look a lot happier when you see someone, like whether it’s a friend or not a friend who is not really enjoying what they’re doing with their work. Like do you empathize with them? Do you speak to them about it or you just sit there and just let them walk through it or, no, I try.

Oliver Jackson:

I try my hardest to first, it was a real thought. I was crazy. Like why would you quit a job where you get paid so well? And then it was first-year crazy and then it was, shit, I wish I hadn’t done that. So now you can only, you can only try and help your friends like this. You know, why don’t you try it? But people are scared. People are scared to make the shift or they have excuses. I’m like, well, you can do both. You don’t have to be a buyer’s agent. This can be any business tool, any hobby or side hustle you want to do. But then people give you the, I have no time. So, or they drink too much or they have their escapes. It’s like, Oh you can do is try and help them and it’s their life. So you kind of doesn’t want to spend too much energy on other people cause then it’s taken away from yourself. But 100% if I see friends that are unhappy, I’ll just lead by example. Just okay. Believe in the joint.

Ben Handler:

Yeah. Great mate. Listen, it’s been awesome hearing about your shift and the journey from the circus to the Audubon hospitality, fitness, construction, and then having the courage to get out, especially the basement where you’re earning 300 K to really follow a deeper purpose for yourself. A well done. It’s been inspiring to see you do this and live this and it’s awesome. So I appreciate our discussion. So thank you. Thank you very much. Where can people find you?

Oliver Jackson:

LinkedIn, Facebook, Instagram, all over. Jackson buyer’s agent. Uh, www.living. property.com.au.

Ben Handler:

Okay. Too easy. Well, thank you. Great to chat. So, there’s a story for you and whether you’ve got a diverse background like Oli or you don’t, it can be very challenging to make a change and shift career and change is not easy. Uncertainty is not easy because we all want to know what exists in the future, but sometimes we don’t. We just need to lead with our intuition and I always think a good gauge it’s Sunday night is, is if you’re happy on Sunday night and looking forward to work, it’s a very good litmus test. It’s a very simple test to realize are you actually happy with what you’re doing. So if you’re sitting there and you’re actually not happy with what you’re doing on Sunday night, whatever it is you may want to do, you may want to start considering changing your career. And as Oli was saying, and as we were discussing around time, you can’t buy time. We can buy a lot of other things, but we can’t buy time. It’s very valuable and we really need to use it wisely. So check out our elite livingproperty.com.au national investment model. See you next week.

Watch the full episode here:

Have you considered turning buying property into a career?

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

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

Find an Agent

This Is Why You Should Follow Fulfillment

Top Training Institute for Buyer

Babak Haeri:

And also what I’ve learned the most or what I’ve integrated from the previous business to the buyer’s agency is people skills and how to communicate with people and connect with people and, and that’s important the most. Definitely.

Ben Handler:

Welcome to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness around the career opportunities that the buyer’s agent sector provides people to bring awareness around the value that buys AIDS, provide to people who need help buying property. Our goal is to strip back and dive into the remarkable stories and journeys of buyer’s agents. We’re paving the way forward in one of the fastest growing career sectors in real estate in Australia right now. Our guest today is Babak. Hi Arie. Babak’s from Sydney. He’s on the Northern beaches. He’s an entrepreneur at heart. He’s been running businesses for the last 11 years. He works in landscaping. He’s ran two businesses in landscaping where he’s basically automated around 90% of the business, so he does not work in the business. He works out of the business, which has given him flexibility to start his buyer’s agent business called the investors agency.

Ben Handler:

Babak has bought property himself, not just where he lives but for investment purposes only. His first property he bought was around 10 years ago and he’s bought investment properties on a national level, so Babak’s buyer’s agent business. He’s focusing on principal place of residence, the Northern beaches, and he’s also buying investment properties on a national level and what he’s doing now with his buyer’s agent business, he’s implementing and integrating a lot of the skills that he’s learned running his businesses and now bringing this into his buyer’s agent business so he can also grow that. Also today I’d like to introduce Babak. Welcome Babak. Thanks Ben for having me. Pleasure to be here. Great to have you here. Thank you mate. I’ve always wanted to ask you this. How did you get into landscaping? Easiest thing to fall back on after school.

Babak Haeri:

I actually have no interest in landscaping. It was just a few of my other friends did it and just got into it and it’s very, very easy. And after a few months I realized, well, I worked for someone else for a year, but I realized it’s so simple I might as well start my own business. You bought your first property similar time to, I’m assuming when you started your landscape business, correct. Yet, I’m assuming you liked property more than landscaping? 100% yes. Did you ever think of becoming a real estate agent? No, never. A lot of buyer’s agents that I speak to, including myself, always wanted to get into real estate, didn’t want to become a real estate agent. And then when they realized they could become a buyer’s agent has jumped at that opportunity pretty much spot on. Yeah. I, I always had a healthy obsession with property. Um, but landscaping was the vehicle to allow me to do what I wanted to do for property and I automated the company thinking, no, that’s the dream.

That’s what everyone wants to do. And as soon as it was automated, I started going down a bit of a spiral. It’s not, it’s not, you know, it wasn’t what I wanted to do and I needed a purpose and, and you know, I was quite fortunate that I could start a business in what I love, which was property. It’s amazing that you, when we said the word automated, which was around 90%, you share with me, I’m assuming that’s giving you autonomy to fully step out of the business and the business just ran itself. Is that what you mean by that? That’s right. Yeah. So it takes about an hour a day. Um, I’m still the point of contact for a lot of the clients, but I’ve got systems in place for all the boys to work together and, and um, and quotes and quality control and all that sort of stuff.

But I’m still the point of contact for the clients. The next step is to fully automate that.

Ben Handler:

So and so out of that or would you keep it?

Babak Haeri:

No, I would keep it. Um, I see the landscaping maintenance company as the red role of a real estate agency. So that’s going to be the regular cashflow coming in. It’s going to be the safe, secure, regular income and the buyer’s agency can be the, you know, the shiny, exciting sales part of the business. Yeah. Nice. And if you commenced your buyer’s agent journey for the last, how long? Six months. Yeah, I started in may last year. I finished, yeah, I started the company in may last year and we were talking earlier and few things came to light, which I thought would be good to discuss now as one is you said you were fortunate enough to have an income coming in via your landscaping business to support you while you were learning.

The trade is a buyer’s agent, right?

Ben Handler:

That’s correct. Yeah. And I think for anyone looking to get into this, right, if you can have that supplementary income supporting you, it’s a lot less risk. 100% yeah. If you can, if you can have a regular income coming in or if you have enough savings backing you then, then yeah, it’s a lot less risk and a lot safer and, and you’ll go a lot further in succeeding I think. Because if you have that, that stress on your shoulders that you’re cashflow poor and you don’t have that income, I think your pro, your potential clients will see that as well when you get in front of them. Yeah, exactly. That’s right. We also talking around, you had a client meeting earlier on in, you know, the, for your first few months getting going. Yeah. And they obviously, from what I understood, maybe found a property themselves.

Babak Haeri:

They didn’t require your service then they referred you to a family member to their son. So let’s talk a bit about that because I, I thought that that was, uh, that was phenomenal hearing that. Yeah. So it was a, a more mature couple. They had investment properties all around Australia and they were looking for owner occupied house on the Northern beaches, close to their son, close to one of their sons. And he was honest with me and he said, look, we enjoy the process. We’re here for another two weeks. If we don’t find a property in two weeks, then you’ll be, the business is all yours. And I felt the, I felt the meeting went well, but when they say that, you know, it’s a little bit demoralizing, but I did, I did feel it went well. And then a few months later I got, I got re the son of that same client was that the son of that same prospect reached out me and, and I’ve got the business.

Ben Handler:

So yeah, very good. I mean, to me what that screams out is obviously you built a high level of trust. There was credibility, there was rapport for, for them, just to be honest and let you know, which has happened to me before, where there I’ve found something or I bought something, I don’t require you any more. But then to refer someone in their family, that’s a big win. Yeah, 100% it was, it was really, it was very, very rewarding. Uh, even though I didn’t get that first sale, it was a very, very rewarding knowing that they referred their son onto me. Cause I know I did everything I could of in, in my prospect meeting. Do you think with the skill that you’ve developed over 11 years running two businesses, you’ve obviously got staff, I know you’ve got around eight staff, right? Yep. So you know what it’s like hiring and doing all the fun stuff.

Do you feel like that you’ve been able to integrate a lot of the business lessons that you’ve had from your previous business into this new business?

Babak Haeri:

Definitely, yet 100%. And also what I’ve learned the most or what I’ve integrated from the previous business to the buyer’s agency is people skills and how to communicate with people and connect with people and, and, and that’s lovely at the most, definitely. It’s such, I mean share your experience, but for my experience, like I came from the corporate world and I was a young guy when I got into this and I hadn’t run businesses like you or manage people and all that stuff or the fun stuff. I really feel that this simple skills that you do well at in this role, which you said people skills, communication, listening, you know, I think there’s very simple skills you need to succeed in this role.

Ben Handler:

Did you agree?

Babak Haeri:

100% I am not a sales salesman. I never have been a salesman. And I was concerned about that to be honest. Uh, going into this new business in real estate, I was quite concerned about not having that skillset and I think Sophie has worked in my favor not having that skillset. I don’t have the sales side, but what I do have is just listening and understanding and solving the problems. It’s true. Like I said, as everyone knows, I didn’t come from a sales background either and I totally agree. It worked to my advantage and I think it could work to a lot of people’s advantage getting to this sector because it’s consultative, right?

Ben Handler:

As you said, you’re solving problems, you’re listening, and we’re here to see if it can work or not. So let’s talk about what’s going on with your business.

Because I know for a lot of people, including myself, it’s, it’s never Rosie, there’s always, it’s like a yoyo roller coaster, whatever you want to call it. It’s up and down as an entrepreneur. Obviously you were sharing that the first six months was taking time to build momentum. Right? That’s right to the first six months. It’s a lot of ’em prospects, a lot of, um, referral partner meetings and, and getting your name out there and a lot of stuff on social media and, and just, um, just getting comfortable with the space because it’s, it’s a brand new industry. It’s a different beast ride compared to landscaping. It’s a different beast. So just getting comfortable with, with, with the space and what you’re working with. That was the first six months. Yeah. And did things move as fast as you thought or, I had my expectations, quite my, my expectations were quite realistic.

Babak Haeri:

Um, the first six months than I, I, I knew it was going to be quite difficult and it was. Um, but after that it was, I feel like I was just filling up that pipeline in that funnel and it really just started taking off from there. Yeah. I love, I’m noticing online you’re doing deals, you’re signing up a lot of clients.

Ben Handler:

How many clients you sign up recently?

Babak Haeri:

So we’ve got four in the past four weeks. We’ve got two this week, um, who are trying to get the finance sorted for us, potentially six in four weeks. Wow, that’s good. So it’s now a lot of the work, I mean, I’m just finished reading a book called atomic habits. We’ll talk about that earlier and it very much talks about you 1% a day, 1% of effort every single day. And it starts to compound 100% and really focusing on daily activities and really focusing on systems instead of goals.

And then everything starts to build. And I’m assuming that a lot of the work you put in in that first six months is now gaining momentum. Exactly. That’s shot. Yeah. And, and it’s also, it’s like you said that all the work you put in initially start, you started getting the my momentum. But also when you get a bit of traction, people can and you get a bit of traction and a bit more, um, confidence and you start getting in front of more prospects and the way you’re talking, your language, your body language, all that sort of stuff. People read that, right? So it’s all just a matter of, um, you know, really hustling that first six months and, and having realistic expectations. But as soon as you start getting a bit of traction, uh, people feed off it and they can, they can sense it.

It’s on that point regarding communication. Verbal, verbal communication plays a very small part. Body language tonality play the most important parts when you’re talking with prospects or talking with people. And so what people don’t realize a lot of the time that the words that we’re saying aren’t that relevant and it’s around, you know, when you’re talking about confidence, it’s around, people can feel that. They can see your posture, they can judge you by the tone of your words. That speed speeds obviously got to do with confidence if you talk way too quick. And so there’s a lot to to do when we turn up to meetings regarding communication. These are just skills that we learn throughout life. Right? Exactly.

Ben Handler:

100% I think the landscaping stuff helped me quite a bit, but I, it was a lot of, it was subconscious with the landscaping stuff, with the buyer’s agency stuff, I’ve made it a lot more front of mind and I’m really trying to focus on it and better myself and, you know, reading books and, and um, and, and just taking advice and listening to other people.

Cause like you said, the language is 10% the rest of it’s the body language and persona. Yeah. It’s so true. Are you happier now running your buyer’s agent business?

Babak Haeri:

I’m much happier. So I actually thought the dream was to have it fully automated business before. And as I mentioned, I started getting quite bad anxiety and started going down a spiral. And, and now I’ve, I’ve never been happier. I’d say it’s a cliche, but if you love what you do and it doesn’t feel like work and it sounds cheesy and it’s true and um, I guess I’m really lucky that I found something that I found a passion that I can monetize cause a lot of people can’t do that. It’s true. And I think, you know, mental health, it’s, it’s, it’s, it’s increasing everywhere. Especially in, I know in the States and Australia and a lot of us do is people I don’t think are working on purpose.

Ben Handler:

They’re, they’re stuck in jobs they don’t like or running businesses they don’t want to be running and it takes its toll right after. I like that compounds like I was in that space when I’ve worked, when it’s a corporate like it, it compounds and a few years or 10 years or of that it has impact. Right. 100%. Yeah. Talk through the client experience in the sense of are you enjoying a lot more working with the client, communicating with the client, developing a relationship and then buying like compared to what you’ve been doing previously with your work. I know you’re so out of the business now, but I do know that you’re telling me you were speaking to clients in your landscaping business. Are you finding it a lot more fulfilling working with clients in the buyer’s agent capacity?

Babak Haeri:

100% because it’s what I love. It’s a passion.

Real estate is what I love and I feel like I’m adding a lot more value to someone’s life, finding them their forever home or finding them an investment property then renovating their gardens for their family coming over before Christmas. You know what I mean? Like so it’s 100% yet. What do you love about real estate so much? I know you started obviously 10 11 years ago buying your first property, but I mean everyone talks about real estate in Australia and I’m just curious to know like what drew you to it and what do you love about it? No one’s ever asked me that question before. So I got into it first because when I started working full time, my dad were living at home with my sister and my dad said either move out and pay rent or start paying him rent or he’s going to buy us our first investment property and we paid the mortgage.

So that’s how I got into it. And we obviously took the latter option. Um, he bought us an investment property and, and, and yeah, we started paying, you know, my sister and I started paying it off and it could be you just start seeing the results maybe then maybe that was the less I saw the results and, and I saw the, the power it can have in terms of investing if you do a properly. And I think that’s where I just grew a healthy obsession for it. Yeah. It’s interesting because it’s so talked about in this country, it’s all over the papers, the news magazines and people love it here. People throw everything. They’ve got a lot into their primary residence. It’s, it’s, it’s a, it’s a, it’s an, it’s an amazing obsession. But I always just get curious around why certain people fall in love with it.

Ben Handler:

Some people are trying, obviously just primarily build wealth through assets. Um, some are looking to obviously have passive income. I mean everyone’s got different strategies focusing on the Northern beaches. So that’s where you’re from. You’re from Narrabeen yeah, I mean I see that as a big market, especially for PPOR. It’s a great market. It’s an expensive market, a lot of opportunity there. Are you planning on dividing time between that and any investment on a national level, you now want to focus more on one or the other or how’s that?

Babak Haeri:

So I originally started the company to only help investors find investment properties and I started getting quite a few inquiries for people looking for an occupied on the Northern beaches. And I know most of the agents in the area. I know the area back to front. Um, I’ve spent the past 25 years on the Northern beaches, so it just seems crazy to not not add value to people in that area.

So now I’m focusing on both building both of it up and sort of see where it goes. My true passion is helping people create passive incomes. That’s what I am passionate about. I’m helping people create portfolios and finding a mixture of growth and yield and balancing it together so they can live off the legal, live off the income and eventually give up work if they want to. However, just because of the contacts and the knowledge I have on the Northern beaches, I, it would be a shame not to help people there as well to leverage that. When you say contacts, I assume you’re spitting out real estate agents. Exactly. You know a lot of agents there. Yeah. Most of the agents on the Northern beaches. Just because you, while your landscape and you love property and you kept inspecting properties and just buying property and buying property.

Lots of work with the landscaping companies for real estate agents. A lot of the agents we grew up wearing that around the same age we grew up together. Um, so just a mixture of all three. Yeah. It’d be crazy not to leverage that. Yeah. And so have you started getting some referrals from real estate agents? I haven’t done, yeah. From a few of the few of the local, there’s agents that we grew up with, so, so yeah, it’s been good. And the national buying, so have you basically earmarked specific States that you are buying it? Exactly. Yeah. So I’ll do some research on a macro level based on what States have the population infrastructure, supply and demand, all that sort of stuff. And then, um, and then we just narrow it down onto a micro level from there. Each area we buys different based on the client’s needs.

Ben Handler:

So you know, someone who’s on $300,000 a year, we’re not going to go find them a $300,000 property property on the Northern beaches, I mean in Brisbane, sorry. You know what I mean? Whereas someone who is on $60,000 a year, they might need several properties to add to their income. So where we’re finding for our clients is really dependent on what their goals and needs and wants are. Yeah. I mean it needs to be specific. It can’t be like that one size fits all approach. So we real estate agents in different States. Do you fly there, meet them, build up relationships with those people? Yes. So that’s quite difficult actually though. It’s, it’s hard because you know, we’ll, we’ll, we’ll have a look into the data and there’ll be an area where we think it’s really going to perform and then we have to start working really aggressively to build those relationships in those areas.

Babak Haeri:

So, and it’s hard because those agents have buyer’s agents and contacts that they’ve used over the past 20 years. So that’s quite difficult. But I guess the, uh, it’s hard. It’s hard in that sense, but at least like, we know that we’re buying an area that’s going to be performing very strongly. So what we don’t, what we can’t get in terms of the contacts as much as the locals we get in terms of the research, we have access to the data, we have access to negotiating with agents in different areas of say Queensland in let’s say a regional area that you may not be buying infrequently based on the Northern beaches. And you knowing the agents and chatting with them and growing up with them and then buying property there for yourself.

Ben Handler:

Do you find the negotiations are different, easier in Brisbane? Really?

Babak Haeri:

Yeah. Easier in those areas that you just mentioned, if I finding the $300,000 property, $400,000 property, it’s easier to negotiate.

It also depends on the time of the market ride. Right now in the Northern beaches, if I’m the agent’s friend, they’re not going to care because the markets, there’s 60 people going through the open homes.

Do you know what I mean? So I have the contacts and they give referrals and give me access to off-market property and stuff. But being able to negotiate, they have their clients’ best interests at heart. Do you know what I mean? They have every right to, um, do everything in their power to, to sell the house at the highest price. That’s what they have to do. Yeah. So we’re at Brisbane at the moment. In some of the areas, there’s nowhere near as much demand, so we can negotiate much more successfully as part of our role. I strongly believe that is our relationships with the agents to have strong relationships or to know how to negotiate with them, especially better than the average buyer.

Ben Handler:

Do you enjoy the negotiation with agents on behalf like that? Is that a part of the process you like?

Babak Haeri:

I do. I enjoy it. And it’s, it’s a lot of it’s about understanding how each agent works, right? And you get to know that over, over, over time. So on the Northern beaches, I know this agent works in this way that this agent works in that way, this agent doesn’t like going to auction. They’ll take off those prior to auction. You know what I mean? So it’s really understanding about how each agent works and working with them to get the best result. Yeah, it’s a very good point around understanding what is the preference of that agent.

Do they love to clear stock prior to auction? If yes, let’s give them an offer, let’s close it. 66 w let’s do a deal. Um, yeah, it’s interesting and that that’s, that’s a lot of the value, I believe why people engage us as buyers agents is so we can strategically make effective decisions on their behalf to get the best property at the best price.

Ben Handler:

Right. 100% yeah, and I mean Queensland, it’s, I mean, I’ve bought property for myself there before. It’s, it’s such a different ball game. Just dealing with the agents there, the way they do business. It’s an indifferent States. It all varies. It’s, it’s quite, I mean it’s, it’s, it’s fascinating. Don’t you think? 100% I was having a laugh, actually. I inquired with an agent on Saturday and he didn’t get back to me until Wednesday night. 10:00 PM he sent me a text message at 10:00 PM and I was just thinking to myself, if an agent did this in Sydney, they would lose. They wouldn’t, they wouldn’t survive. You would not survive. It’s true. Yeah. Their, their work. I mean, I don’t know if their work ethic is different, but it definitely, everywhere. There’s just a different vibe. Even the Eastern suburbs, the Northern beaches to the agents in Sydney.

Babak Haeri:

I feel like there’s a different vibe in a West and Northern, like everything’s just a bit different. Yeah.

Ben Handler:

What are plans for your business? Right?

Babak Haeri:

So you’ve obviously getting a lot of traction now for six months, a lot of building, building systems and you know, building your network, et cetera. Now you’re getting traction. What are the plans for the next six months? So I’m not going to take on admin the moment I was thinking about someone, another sales position, but if I take on another sales position, I’ll just end up be DePaul, end up doing their admin. So I’m looking to take on admin shortly and that’s really going to be in the next six months in terms of putting for taking, putting someone else on. Um, but I, like I said before, I’m a firm believer of not trading your time for money. So the medium to long term goal is to hire staff.

And I mean, I’m doing what I love, but I feel like if I was going to be a sole trader, I would just work with someone else. You know, that’s sort of my belief. Some people might not agree with it, but if I was going to work for myself, you might as well just save, save the hassle of having your own business and work for someone else.

Ben Handler:

That’s how I feel. Yeah. So you, you, you’re, you effectively will hire people. So there’s revenue coming into your business just outside of you. Exactly. That’s interdependent on that amount and that, that, that I agree with that philosophy. That’s why we’re in business. Right?

Babak Haeri:

Yeah, that’s right.

Ben Handler:

Otherwise you’re right. Go, go work for someone else and don’t deal with the, all the headaches. Yeah. Are you planning on it all focusing more on PPOR or are you planning on just having a healthy mix for the investment slash people por probably for now a healthy mix, but that will change.

Um, I assume it will change. I guess I just got to see where, where it gets traction at the moment. My passion, like I said, is uh, helping investors. But that might change. I might start having a real passion for PPOR as well. So at the moment, a healthy mix and we’ll see how it goes. Had there been any surprises starting this business? I mean I know start, I mean I’ve started multiple businesses and but is there anything that like that you, that you weren’t expecting when you started this business? Was it, was there anything that has kind of shocked you in a good way or about like has there been any, I guess aha moments just has there been anything that’s kind of really, cause it’s what, from what I’m been hearing, you’re working previously running your Lance and you still are your landscape business, obviously not that fulfilled.

You’re running a new business now where you’re, you seem connected with the work, it’s your passion, you’re monetizing your knowledge. Has life changed in a good way? Like as has anything 100% like I said, I, I was, I had anxiety and we’re talking earlier, I was waking up with clenching my teeth all night and, and a whole heap of stuff which had underlying issues I think with not having fulfillment. And since, since having, since starting the buyer’s agency, that’s all disappeared. I’ve, I’m up at 5:00 AM every morning. Never had more energy. I used to have two double shock coffees a day. Now I just have one single in the morning. Um, I don’t need alcohol to unwind after a big week at work. You know, it’s just if you’re doing what you love, you don’t need, it’s just, yeah, it’s great. I haven’t, I haven’t looked back in terms of anything.

Babak Haeri:

I wasn’t prepared for course, honestly prepared me for everything. So I was sort of, I, I knew what was, I knew I had the expectations with that. Yeah. It’s, um, I, it’s, it’s, it’s nice and reassuring just hearing around how you were looking after yourself previously and now when you are connected with your work and you’re fulfilled, you don’t need that stuff is like vices. And that’s, I mean, the, the, the goal I think is for all of us on this planet to be doing what we love and a lot of us aren’t. And so when you’re not, I think in tune with what you’re supposed to be doing, it causes a lot of friction. I feel like life can really get wild. 100% can get wild.

Ben Handler:

So before we finish up, have you got any like big grand plans for this business? Is it something, I know you want to hire staff and you’re obviously a, you know, you’re an entrepreneur and you know how to run things, but are you looking to grow like your business for example, or have you even thought about this to have offices in different States?

Are you just focusing on the next six months on systems?

Babak Haeri:

Obviously maybe an admin hire and just keeping it simple like that. I haven’t thought grand plans, but I do, I do want to office, I’ve had that vision of, of having a nice relaxed vibe in the office. So when staff want to come and go, not set nine to five hours, they have the choice to come and go as they please. As long as the tasks are getting are getting done. Um, I have this vision in my head, but obviously obviously we’re moving further and further away from the typical office nine to five, you know, society’s moving away from that. So I’m not sure if that’s going to happen, but I’ve always had that vision of, of having you know, staff and, and having a really cool work life balance, but have that place where people can, where we can all work together if we choose to.

Ben Handler:

Yeah, that’s awesome. And so leading up and put a finishing off now, what, where can people find you?

Babak Haeri:

So on all the socials, uh, the investors agency or Babak at the investors agency as well on Instagram, LinkedIn of course on the website, theinvestorsagency.com.

Ben Handler:

Awesome mate, great chatting. And congratulations like just hearing how it is isn’t always so rosy, but when you do put in the work, while it’s not rosy, it does pay off. And I think that’s a very, very powerful outcome when you do your daily activities and you stay resilient and you stay true to where you need to go. So congrats. It’s great hearing about your success. Thank you very much. Thanks for having me. You’re welcome. So check out Babak, where he just mentioned he’s a real good entrepreneur, knows what he’s doing. He’s bought property for himself, not just to live in, but for investment purposes only.

Especially if you are looking around the Northern beaches, whether it’s you know, to move and relocate or you want to look for investment properties. He’s actually based there and he’s building a presence there and he knows a lot of the agents very well. So it’s very, very good market knowledge, but also on a national level investing. He’s done it himself. He’s buying for clients now. So check out Babak. It was awesome chatting. And more importantly, it’s just great to know when you are working on purpose, how your life can on all levels. And you heard Babak story around where now that he’s working on purpose, that vices that he used to do in order to feel better, he doesn’t need them anymore. So it’s a good message for all of us to know that it’s important to work out what we love to do and make change. If you have to see a next week.

 

Please watch the full episode here:

Have you considered turning buying property into a career?

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

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

Find an Agent

#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?

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

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

Find an Agent