#22 – Why Work-Life Balance Is The New Currency With George O’Brien

Balance Life

Being a buyers agent is a lifestyle that allows you to build meaningful relationships with your clients all the while having the freedom of living life at your terms. Freedom is one of the main reasons most people quit their 9-5 to become a buyers agent.

This week’s success story is about George O’Brien who is a young and ambitious individual making his name as a successful buyers agent. He is based in Newcastle and specializes in investment and principal place of residence.

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The will to succeed

George started his career in sports but due to several injuries was unable to continue. He was introduced to mining apprenticeship where he applied for 4 categories and was selected in all four. Earning 140 AUD/ year is everything a young Aussie can ask for but for George, there was something missing.

That something was pointed out by his father who advised him to buy his first property at the age of 19. That asset sparked the light bulb in his head and he started to read books and listen to podcasts especially the ones from Buyers Agent Institute.

This motivated him to start building his portfolio that now includes 4 properties.

The transition to a better life

Having an entrepreneurial mindset is crucial for individual thinking of starting their career as a buyers agent in Australia. George built up his confidence in the fact that he had knowledge and connections to penetrate the Newcastle property scene. This combined with the added advantage that his family was well known in the region was enough for him to take the leap of faith.

He started intelligently by using social media to his advantage. By marketing his services on Instagram, he made connections and when enough queries were coming in, he knew it was time to launch his business.

Road sign - better life, next exit

Perks of your own business

At first, George thought that he would work with a well-reputed firm to learn the tricks of the trade but he quickly realized what he would be putting at stake by doing so, his freedom. He wanted to have the freedom of doing exercise, running, yoga, etc. at his own free will. That was the real perk of having your own business.

So he built up his knowledge base, focused on self-development, and worked towards a holistic approach towards his life.

Building Relationships

Building meaningful relationships has always been one of his top priorities. At the end of the day, you are responsible for handling the most important deal of someone’s life. There is no other feeling like seeing the smile on their face when the deal is complete.

For his first deal, George helped move his client into his new home in Newcastle by using his father’s truck. That is the kind of person George is. He has a hunger for learning new skills that will help improve his personality.

Being in control of big investment and helping people is super fulfilling. One thing he has learned during his time as a buyers agent is being grateful. Being in control of big investment and helping people is super fulfilling and you have to be respectful of the fact that its people’s life earning involved.

George always wanted to be the best at what he does. He is super driven to be the best buyers agent in the area and be a person of influence. His advice to people stuck in the 9-5 is to put their money in the right market, and if they get the first property right, they can have a real good base to build on.

You can 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

Learn The A to Z’s of Buying A Home With The Buyer’s Agent Training Course

buyer's agent training courses

If you love property and/ or buying houses, then becoming a Buyer’s Agent could be an ideal next step or a great career for you. 

Right now in Australia, there’s a huge opportunity in the Real Estate industry for people to help buyers to find the property they’re looking for. 

The Real Estate industry has well over 50,000 Real Estate Agents… but only around 1000 Buyer’s Agents. As you can see, house buyers are underrepresented in the market. But that’s crazy because buyers are the people who keep Real Estate agents in the business. 

To put it simply, if there are no buyers… houses don’t get sold. 

And that’s something I always thought was weird about the industry. Why aren’t the buyers represented better? Why are the sellers in such a position of power in the sales process? 

If anything, you’d think that like in the case of regular businesses… the buyers would have the upper hand. But they don’t in Real Estate. 

So this is why I’m so passionate about boosting the numbers of Buyer’s Agents in Australia and giving home buyers the professional help they deserve. 

And to help achieve this, I’ve developed a Buyer’s Agent course that takes people from a beginner to a fully-fledged Buyers Agent in only 6 weeks. 

Now if you’ve never done anything like this before, that’s ok. You don’t need any experience. 

In those 6 weeks, we cover everything you need to know to become a Buyers Agent and business owner. And that’s an important thing to highlight here, this isn’t just another job… this is your business. Even if you’ve never had a business before, you receive tools, tips, and guidance to have a successful business. It’s just up to you to use them. 

The best thing about the Buyer’s Agent course is that it’s all online. And that’s especially important these days.

The entire course can be done in the comfort of your own home. And it covers: 

  • A snapshot of the Real Estate Industry and the Buyer’s Agent Sector and where you fit into the big picture
  • What you need to be a successful Buyer’s Agent and how to strategically build a profitable business
  • How to pick the right niche and where to find the best clients  for your business
  • Buyer’s Agent certification and licensing requirements 
  • Realistic remuneration expectations and guidelines to ensure you don’t have any hidden surprises
  • How to create your inner circle for due diligence to make sure you have a bulletproof team around you to efficiently support your clients 
  • How to win your first customer with zero financial cost
  • How to start thinking like a 7-figure Buyer’s Agent  and the 5 key areas of expertise needed to make it happen
  • What you need to know to have a national business and have the flexibility to buy property across Australia for your clients
  • And much more

But because it’s all about building a profitable business and a sustainable career, I also take you through how to market yourself online to get your name out there. We’ll cover:

  • Creating an Online presence
  • Going Pro – My top secrets and tips to be visible and stand out
  • How and what to outsource to make your life easier
  • What is a digital marketing and how to use it to boost your business
  • How to build a sales funnel that brings you a steady stream of clients

Each week of the program has the allocated lessons to be completed, but for extra help, there’s an optional weekly live webinar. On the live webinar, we discuss topics ranging from buying property, sourcing property, researching property, due diligence, negotiating, client services… and anything else about buying houses that pop up. 

And the good news is, although the Buyer’s Agent course is only 6 weeks long, we provide training, support, and coaching 52 weeks of the year. But not for just a year… it’s for life. 

The Buyer’s Agent course gives you lifetime access and all future updates. 

So now you have a better idea of what the Buyer’s Agent involves you’ll see why so many people are now becoming Buyer’s Agents. 

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

The Principles Of A Consultative Style & Process With John Comino

Consultative Style & Process in Property

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

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

John Comino:
Thanks Ben. Great to be here.

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

John Comino:
Yeah, completely. Yeah, completely.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

John Comino:
Pleasure. Ben.

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

Please watch the full episode here:

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

#23 - This Is Why You Should Follow Fulfillment - Babak Haeri

Top Training Institute for Buyer

People from all walks of life go through the buyer’s agent institute training. This helps shape their people’s skills and set them on a path of success. One such person is Mr. Babek Haeri who is an entrepreneur from Sydney running his own business for the last 11 years.
Let us explore his journey and how the Buyers Agent Institute has contributed to his success.

The Buildup

Babak comes from a landscaping business background. He worked to establish his own company and there he automated the processes. This granted him access to free time and flexibility which he then used to establish Investors Agency.
Babak focuses on buying properties on a national level which means he is not limited to one particular area. Right now, He is focusing on investment properties on a national level. From the beginning, he had a passion for property that ultimately led him to establish his own agency. He never wanted to be a real estate agent. Automating his business has helped him follow his passion. For most landscaping clients he is still the point of contact. It takes 1 hour every day to delegate all tasks to the automated process to his team.

Graphic of man on laptop

Trade Secret

Babek does not consider himself a salesman. And at one point in time, he considered this to be his weakness. But as his interaction progressed he realized, not having salesman qualities is actually his strength.
He focused on building a high level of trust and credibility. Keeping this in mind one of his clients referred him to their son where he closed the deal. This is the level of relationship-building you have to keep in mind while operating as a buyers agent.
Being a buyers agent requires you to be a problem solver. You must have people skills, communication, and listening ability above all. The sales will come naturally.

Buyer's Agent and clients handshaking

The Buyers Agent Career

Like in every industry, you have to get comfortable in the buyers’ agent arena. Get a feel for the industry. Reading books, taking advice, listening to other people. Focus on developing systems instead of running after goals immediately.
These techniques helped Babak secure 4 clients in the past 4 weeks and 2 more in the pipeline. As cliché as it may sound, “If you love what you do, it doesn’t feel like work”. Corporate jobs take a heavy toll on your ambitions and vision. This is where the Buyers Agent Institute’s training course comes into play. The Buyers Agent Institute training helps you unshackle from the bonds of the 9–5 and set you up for real success.
As a buyer’s agent, you change people’s lives. You add value to their life by finding the property.

National Buyers Agent Trade

Mr. Babak buys properties all over the country. He has leveraged his connection in the landscaping business to help him build connections all over the country.
For national investment, first, he does macro research e.g. gather information about states, infrastructure, supply, and demand. After that, he moves onto the micro-level i.e. building relationships with real estate agents. One technique he has found to be particularly useful is Understand the preference of each agent to get the deal done.
It is difficult to build relationships with real estate agents when you are working across the nation. The simple reason is that each region has its own work ethics and you have to work accordingly.
His long term goal is to establish a business where people will make money for him. To set up an office where typical 9–5 rules don’t apply as long as the tasks are being performed. And that is the ultimate dream of most buyers’ agents in Australia.

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

#24 – This Is Why You Shouldn’t Trade Time For Money With Oliver Jackson

Buyers Agent Academy in Australia

People join the buyers’ agent profession from all walks of life. They could be in construction, healthcare, law, and then they have the eureka moment. Oliver Jacksons’ case is a prime example of that. Starting from the circus and ending up as a buyers agent, he has been through many professions. 

Group of excited workers

 

A Diverse Background

Oliver Jackon is a seasoned buyers agent whose transformation is truly inspirational. He started off in a circus where he would do juggling etc. From there he moved to the hospitality sector, then fitness and finally in construction.

He was making a handsome amount of money in the construction business. But commuting around 3 hours every day for seven years was unforgiving. He used to work in the underground parking of unfinished buildings in the cold winters of Melburn. 

Not being able to see the sun and his kids enough was taking a toll. But he had a fighting spirit. He used to listen to podcasts and ebooks on this way back so as to maximize his effort towards transformation.

A typical trend in construction workers’ lives is that they are bad at money management. A lot of them wasted their money and Oliver did not want to follow this path.

Sign - Career change, just ahead

The Shift from construction

While in construction, Oliver was making around 300k a month, which is a lot. But he always wanted to start his own business. Going from 300k to 0 is not easy.  He came to know about the Buyers Agent Institute course that transforms people unhappy from their job to be their boss. This was very intriguing.

Oliver did the Buyers Agent Institute course, and immediately knew he had to make a shift. This goes on to show you the power of the best buyers agent academy in Australia. The course offered is detailed in the sense that it gives you clarity on how to achieve success as a buyers agent in Australia. This activated the change in him and motivated him to become a buyers agent

Unshackling handcuffs

Freedom and Flexibility

Now that he is a successful buyers agent, Oliver compares the advantages of quitting the 9-5. The most important aspect is the availability of time. Time is the most important commodity in the universe available to you. 

You can spend this time on yourself, your family, and creating your own business. Work-life balance is crucial for a healthy lifestyle. You could be working in a dead-end job and be unhappy or you could quit the 9-5 and become a buyers agent in Australia.

 Once you start to follow your dream, you don’t feel like you have worked a day since you become your boss. This is the freedom of becoming a buyers agent.

Now comes the flexibility, it is unhealthy and unnatural to wake up at 6 am in the morning and drive 1 hr to a job that keeps you stressed. As a buyers agent, you can have breakfast and lunch with your family and work as hard as you want at the same time. 

Selfcare and Family

The definition of success is free time, being mentally and physically fit.  People are stuck in jobs they don’t need to be. Pursuing his passion for becoming a buyers agent, Oliver now focuses on investors and properties that can be renovated and subdivided. He has used his experience in construction and relieved himself from stress.

He now enjoys a healthier, happier, and more successful life all thanks to the buyers’ agent institute course. 

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

#28 — The Disability Sector Needs More Buyers Agents

A Passion to Help the Less Fortunate

Working as a buyers agent not only fulfils your dream of becoming a business owner but also provides you with the unique opportunity to connect with people from all walks of life. Chris Skurrie, a seasoned buyers agent for over 20 years works in the niche of helping people with disabilities to find them the perfect property.

As a property buyers agent and a property consultant Chris is helping first home buyers, families, investors, organizations, and individuals achieve their property dreams and goals. This episode highlights his journey of infusing the disability sector with the property sector and how Buyers Agent Institute training has enabled him to achieve his goals.

A Passion to Help the Less Fortunate

The secret to making it big as a buyers agent lies in two things

  • Passion for property
  • Connect with people and help them find the perfect home

To be successful in any business, you have to focus on your strengths and use them as a driving force. Chris worked with the disabled people for most of his life all the while trying to achieve his dream of becoming a homeowner. He used his passion for the property industry and infused it with the disability sector to create a unique niche.

By doing so, he helped those with disabilities and mental health issues find properties they desired not just the ones that were allocated by the government. Being disabled is a challenge but the ordeal is magnified by the fact that there is a severe shortage of stock for disabled people to move into.

Providers don’t have the expertise around disability and the real estate market. What they do not realize is that renting property to a disabled person ensures security as they plan to stay there for longer. If you can resolve the issues with finding stock and homes for disabled people, you have made a stride in uplifting the community.

Life Lessons

 

There are no regrets in life just lessons written on a brick wall

Answering the question “How do you become a Buyers Agent”, his reply was “through proper training” and acknowledged the fact that the courses being offered at Buyers Agent Institute helped him in establishing his business.

Starting a new business is challenging especially leaving a set government job. People are going to doubt your decision and call you crazy. But when you look at the rewards of owning your own business and being your boss, it’s all worth it.

The key is to follow your passion, eliminate self-doubt, and let your success make the noise. Surround yourself with positive people who will encourage you in your endeavours.

Future of Property

 

Man standing on the edge looking out over a city

Nothing beats the satisfaction of helping people who need it. Chris was motivated to infuse the disability sector and the property sector to help people and their families. In doing so he has envisioned a different model of accommodation where people with disabilities are not forced to live in specialized buildings but can choose their home themselves.

His desire to becoming a successful buyers agent in Australia and helping people with disabilities has earned his business C&M property partners a nomination for the local business award. His expertise, ambition, and dedication are truly remarkable and we wish him all the best for the future.

You can listen to the complete podcast below.

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
Watch the Free Webclass Here

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

Here Is What Happens After 15 Years Of Property Investing

Property Investing Growth

Ben Plohl:

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

Ben Handler:

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

Ben Plohl:

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

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

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

 

Ben Handler:

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

 

Ben Plohl:

Yeah, it’s been really good.

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

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

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

 

Ben Handler:

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

 

Ben Plohl:

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

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

Absolutely. Yeah, it really is.

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

 

Ben Handler:

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

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

 

Ben Plohl:

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

 

Ben Handler:

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

How are you enjoying it?

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

Ben Handler”:

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

 

Ben Plohl:

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

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

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

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

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

 

Ben Handler:

So, and your LinkedIn, I’m sure.

 

Ben Plohl:

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

 

Ben Handler:

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

 

Ben Plohl:

Thanks, Ben!

 

Ben Handler:

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

 

Please watch the full episode here:

 

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
Watch the Free Webclass Here

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

Find an Agent

Modern Buying Agents Tips: Little Known Ways to Buy Your Dream Home Fast

Buy my House Fast

When it comes to buying a house, it’s easy for most buyers to get lost in the process. 

And I don’t blame them. There’s so much to do. 

I’ve seen even the calmest, accomplished and high performing executive becomes stressed with the nuances of buying a house.   

And what it comes down to is… often buyers don’t know who to get to inspect the property, what contractors they need to use. Another factor is that they don’t buy houses every day, so they don’t often know how to differentiate the good lenders from the bad ones. 

Too often, house buyers  “stick to what they know” and they work with people they “trust” or know… but this is often the worst thing they can do. 

When buyers, “stick to what they know” it can slow everything down and even disrupt the house buying process. 

But when you buy a house, you want everything to go as smoothly as it can. Especially when it comes to buying your dream home because you don’t want it to become a living nightmare. 

When you buy your dream home, your emotions will be at an all-time high. And when you’re trying to do it quickly… it’s even worse. 

A great way to buy your dream home fast is to use a Buyer’s Agent. And they can also help to reduce the stress of buying a house. 

A Buyers’ Agent will work with you to get things done quickly, efficiently… and properly. 

They usually have a team of professionals they can refer to help get things done. 

And because they have all worked together before, they are more open to helping each other out. So this means things can move fast. 

But if you tried to buy a house the old fashioned way of going through a Real Estate agent, you’re always on their time schedule. And because they represent the seller, not you… that means you can only go as fast as they are prepared to let you. 

And that’s not a fair way to treat someone who is about to make one of the largest purchases in their lifetime! Or someone who is about to hand over hundreds of thousands of dollars. 

I mean if you were going to pay a comparable amount of money for a car… you’d be treated with a ton of respect. And that’s because the salesperson knows that without a buyer… their prestige cars sit in the showroom and collect dust. 

The same thing happens with houses… but buyers aren’t often treated with the respect they deserve. 

But it doesn’t have to be that way, because a Buyer’s Agent looks after you and your needs as a house buyer. 

More and more house buyers in Australia are using Buyer’s Agents to help them to buy their new home. 

Gone are the days when you had to do everything on the seller’s terms and schedule. 

Fortunately, the number of Buyer’s Agents in Australia is increasing to meet the demand of the home buyer market. And as their numbers grow, they are changing the house buying market for the better. 

If you need or want to buy your dream home fast, then I know of no better way to do it than to use a Buyer’s Agent. 

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

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How Resilience Can Empower Career Growth

Empower Career Growth

Brady Yoshia:

Yes, I have just have surprised myself a lot going through lots of different ups and downs. You wonder how we’re going to get through it, but my mindset has been very important, being positive, having the time to exercise, so yes, I have been resilient and a lot more than I thought I was.

Ben Handler:

Welcome to the buyer’s agent Institute show. The purpose of the show is to bring awareness to buyers agents to bring awareness to the career opportunities at the buyers agents sector provides people to bring awareness to the value that buyers agents provide to people who need help buying property. Our goal with this show is to strip back and dive into the stories of remarkable buyers agents who are paving the way forward in one of the fastest growing real estate career trends. Our guest today is Brady Yoshia Brady’s professional background. Started off in the telco sector where she managed and trained large teams after the telcos sector. She then moved into real estate as a sales agent for around two years. After that, she then moved into the buyer’s agent space and we worked together at Cohen handler for five years. Currently right now, Brady is running her own business called Brady marks. There’s a team of four. She’s looking to grow. They’re very busy. They’re doing big deals. It’s a lot of fun and we’re here today to really dive into Brady’s story today. I’d like to introduce Brady. Welcome Brady.

Brady Yoshia:

Thank you so much. It’s fantastic to be here today.

Ben Handler:

I appreciate it and I’m really looking forward to learning about not only what you’re doing now, but also what you have done because you do have a remarkable story.

Brady Yoshia:

Thank you. Yes, it’s been a journey that’s been very exciting and I’d love to share it with everyone.

Ben Handler:

I want to talk a bit around resilience now because I’ve always been inspired and also admired you because when we’re all working together at Cohen handler, you’re a single mother and you really were so persistent with how you move through things and not just work, but how you navigated through life. And obviously I don’t have kids so I couldn’t really relate to it, but I’ve always been really inspired. So have you always been so resilient?

Brady Yoshia:

Yes. I have just have surprised myself a lot going through lots of different ups and downs. You wonder how we’re going to get through it. But my mindset has been very important, being positive, having the time to exercise. So yes, I have been resilient and a lot more than I thought I was.

Ben Handler:

So mindset’s been a big part of a very big part. And do you feel like sometimes you get off the wagon with the exercising and then obviously the mindset’s a tricky thing to try and manage? I mean, I find that myself. Have you had any consistent routines that you’ve had to kind of keep you on track?

Brady Yoshia:

Yes. So the consistency is being polarities. Polarities is what’s kept me going. Um, I absolutely love it because you are using your mind as well as your body when you’re exercising. But it’s gives me a time to also zone out. I love walking. I love being by the water. So that’s kept me going.

Ben Handler:

It’s amazing. Yeah. I know when we’re working together, you always had a, uh, an inspiration to manage teams. And I know in your background working in the telco space, you’ve obviously had a lot of experience there working and managing with teams. I mean now you’re living and breathing it with your new company, right? Absolutely, yes. And you look like, are you finding things challenging? I’m sure you’re loving it all, but what, what are you finding? There’s a lot of challenges now with the new business

Brady Yoshia:

I find, I don’t find it too challenging. I guess the part that I love is seeing people grow and people succeed. So sometimes challenging is when people have got their own scenarios going on and being able to work with their scenarios and make sure that they’re on top of their game.

Ben Handler:

Absolutely. And I guess with your background, you’ve obviously worked as a sales agent. Yes. Why did you leave that space?

Brady Yoshia:

Trinity came when Cohen handler was growing and they were opening up an office in Mosman saw an opportunity there was advertised and just something said to me, explore it. I don’t know exactly what it was, but at the time I felt that it was an opportunity that I wanted to do.

Ben Handler:

I’ve never worked as a selling agent so I can’t relate to the day to day activities. I understand what selling agents do. Did you see yourself longterm being a selling agent or did you, did you enjoy it? So initially, yeah,

Brady Yoshia:

I found it very tough. I’ve got to be honest and say that I wasn’t sure whether it was for me, but I was thinking about the end game in mind so I didn’t know if it was going to be for me longterm but thought this is where I’m at now and I’ve got to keep going. And when the opportunity was there to become a buyer’s agent, I jumped at it.

Ben Handler:

And you obviously, I mean you, you, you love what you do and you’re obviously very good at it. I mean from working with you, you’re exceptional at working with buyers and obviously putting deals together. Are you finding that easy to translate into the team now? Like is that something that you’re able to like get your, your skill and your process and bring that in integrated into the team?

Brady Yoshia:

Yes, absolutely. From the beginning of becoming a buyer’s agent. I knew that’s where my place was in real estate.

Ben Handler:

It’s amazing. And obviously running a business does come with challenges. Your obviously doing a lot of business now I’m seeing online that you guys are buying a lot of staff. It’s all going well. What are plans for you guys for next year?

Brady Yoshia:

So our plans are to grow the team, to make sure that we cover all areas in Sydney and then potentially interstate, but most importantly to make sure that our service is exceptional and that we take care of our clients.

Ben Handler:

Yeah. Clients. I mean, you can’t lose sight of the clients. What are you doing to switch off? I mean, running a business, I know what it’s like and it’s tough and a lot of challenges. There’s very volatile with energy levels and you’ve got us, you’ve got a family. What do you do in your downtime to recharge the batteries?

Brady Yoshia:

Yeah, that, that is a bit of a balance. Um, for me it’s about exercise. I love Netflix. Uh, I, I guess getting into bed late at night and watching TV is good, but I don’t really have much downtime at the moment. So that’s one area that I need to create more time to relax. Okay. What are you watching on Netflix? I’m watching so many things on Netflix, but at the moment I’m watching a show called top boy.

Ben Handler:

Okay, well I might check it out. And with the market the way it is in Sydney, cause I know you guys are focused in Sydney, right? Yes. It’s obviously that’s it. Could you one could say it’s heating up again. Are you finding the market challenging at the moment with like is there low stock levels? Is there high stock levels where you guys are going like a F operating? What are you seeing?

Brady Yoshia:

Seeing very low stock levels, exceptionally low. So for us it’s about creating opportunities for our clients, working with the agents, getting pre-market and off-market opportunities to present to them. And is there a lot of pre-marketing off-market around? There’s not a lot, so we really have to create those opportunities.

Ben Handler:

Okay. And in terms of the mix of your clients, are they predominantly owner occupiers, they investors, developers? How’s that?

Brady Yoshia:

A mix of everything. [inaudible] uh, investors, upsizes owner occupiers, downsizes ex-pats.

Ben Handler:

Okay. So it’s diverse. Why are you finding clients are coming to your group at the moment? Is it time poor? Is it sick of missing out? Sick of real estate agents? Is there a common theme or it’s all over the place?

Brady Yoshia:

Mainly time poor and lack of stock.

Ben Handler:

Do you feel like when you sit in front of prospective clients, they, I mean you’ve obviously been a buyer’s agent a long time now, but do you still feel like they questioned the value of not just you, but just of buyer’s agents still? Like, do you feel like it’s changing or, I mean, I’m not sitting in client meetings anymore so I’m not feeling it, but anything that you’re noticing around that,

Brady Yoshia:

I’m noticing that they want to feel that they’re getting value add. That’s very important. But once we show them case studies, which is what is the real scenario that we’ve been working with, they’re very happy to come on board,

Ben Handler:

but they also must be impressed with you being a previous selling agent. So you understand intimately how it works on the sell side with how they, you know, deal with vendors and how they deal with buyers. And obviously you’re in a very established buyers agent. So I mean there must just be value in that. But I mean sometimes they might not see that at a high level, right?

Brady Yoshia:

Yeah. Sometimes they don’t see that. I think for them it’s about feeling comfortable that they are going to have the, the chance to view different opportunities because there’s not lot online if you’re going to domain and real estate across the board. At the moment there’s only a handful in each suburb. And in fact in some suburbs there’s nothing.

Ben Handler:

Yeah. And so they ask me, you just bring, bring us off market it, look,

Brady Yoshia:

bring us off markets. It’s not so much about getting a bargain because there’s no bargains in Sydney. It’s about having the different types of properties to be able to have choice.

Ben Handler:

And if a client does or a prospect says to you, you know, just bring the off market or you, I mean you’ve gotta be careful with how you obviously set the expectation, are you, how are you answering that?

Brady Yoshia:

Saying to them is we’ll absolutely show them off markets and pretty markets. However the right opportunity could be an on market. So therefore we’ve got to get ahead of the pack and make sure that we beat the competition. So I always set that up in the beginning. So their expectations are that is not just off markets that they’re going to be presented.

Ben Handler:

Yeah, it’s important to obviously set that expectation, right? Because if you, if you tell a prospective client that you’re just going to give them off market, they’re just going to expect that. I used to always think, and you might remember this ch days that when clients would say to me, just bring the off market, I always felt like they couldn’t execute and buy what was on the market. So their problem was they couldn’t get a deal with what was on the market. So they wanted off market as their alternative option. But you need to address the first issue.

Brady Yoshia:

Absolutely. It’s so important that first meeting before they sign up is so crucial in the journey. Even though that the criteria can change throughout the journey, but their expectations need to be set right in the beginning.

Ben Handler:

Yeah, it’s so true. And in terms of marketing, I mean I’ve been watching you guys online and your social presence, the new branding of your company, it looks awesome. Like it’s really slick. Are you doing anything online with social media now to really look for more buyers? Like what’s, is there like a social media strategy in place for you guys or thank you. Yes, we do have a strategy in place and we’re working to

Brady Yoshia:

juice lots of different fantastic, um, articles and lots of content that is going to come out soon.

Ben Handler:

It’s important, right? Very important. No, when I left ch last year, I didn’t have a personal Facebook account, so I’d set one up, uh, nine years ago, but it was invalid. And so I’ve had to go on that journey of really pushing our content and getting out there and getting exposure and I think it’s important to start to work out the strategy of what you want to do and how you want to find potential clients, how you want to communicate, how you want to look and feel and all that stuff. It’s, it’s important, right? It’s very important and most important. You’ve got to be real because people want to be able to relate and think, wow, yes, we like what we’re seeing. People want authenticity and I’ve noticed that a lot. People want to see real people and hear real stories and everyone’s got a story and I think it’s up to the people to start sharing their story in order to really engage in, I feel connected with people. What, what do you think?

Brady Yoshia:

I completely agree with you. I think that people quite often are scared sometimes to talk about their journey and about their story, but it actually encourages other people to make changes and to realize, well, it’s okay to have been on this path, but it’s even better to really take the plunge and go onto the next road.

Ben Handler:

Yeah, and I mean one of the things I think is called about real estate on the buy side, cause I can’t talk about the real estate agent side is all the people you meet, like all these personalities, uh, you meeting such a diverse range of clients and they’ve all got their own story to tell as well. And I always found that super intriguing because when I was working in corporate, I know you were corporate before you typically stuck with the same employees and the S the the same, like the same style of team all the time. So I don’t feel like you’re interacting too much with external people, but when you’re in real estate, you’re learning so much about different people. Like do you, did you find that?

Brady Yoshia:

Yes, I absolutely have found that. And I love it because I love people. I love people’s different personalities. I love helping people. I love getting to know them. So every day is different. That’s what’s awesome about being a buyer’s agent.

Ben Handler:

Yeah. And it’s, it’s flexible. We work really hard. But it is, it is flexible. I mean you’ve obviously you’ve been able to manage not only your new business now, but working and, and your, and your kids. Right. And obviously you’re busy but you’ve been able to manage both, right?

Brady Yoshia:

Yes. And also get, go through the HSC at the moment with my daughter,

Ben Handler:

which is a challenge in itself. And there’s a lot of pressure on the kids like that. Too much pressure, but very rewarding. Yeah. And do you think your kids will, we’ll get into follow your steps and get into, into real estate

Brady Yoshia:

at this stage? No, but you never know.

Ben Handler:

And I guess looking at the market now, I mean it’s interesting PR pre-election, the sentiment was not great. I think as buyer’s agents we, we did feel it like real estate agents. It has, I mean I feel like it’s taken a turn. Obviously rates have dropped again and they’re low. But do you feel like from buyers you’re talking to and things you’re and experiences that you’re going through that the sentiments changed?

Brady Yoshia:

Yes. It’s actually a fantastic buzz around, which is, is incredible because at the beginning of the year it was very negative and there was a lot of, I wouldn’t say that it was exciting in the marketplace, but it was very otherwise. So now that the sentiments changed, people are, there’s a sense of urgency, but at the same time people excited.

Ben Handler:

Do you think the reason why in Sydney prices are kind of skyrocketing a bit is because there is low stock, but do you think that’s one of the key reasons? Yes. Yeah. Because it’s just interesting how the market can change so quickly. Right.

Brady Yoshia:

And we, we saw it coming, but we didn’t see it coming this quickly. It’s, it’s almost as if the tap was turned on and there’s a floodgate of buyers.

Ben Handler:

Yeah. It’s amazing. I know you’ve always worked with ex-pats, like you’ve always had very good relationships with, uh, people in Singapore and Hong Kong. Are you, and you mentioned ex-pats earlier, are you still working currently with a lot of expats?

Brady Yoshia:

Yes. And from America as well now. And with Brexit there’s also talk about your people from Europe wanting to invest in Sydney and Australia I should say.

Ben Handler:

Are they inspecting the properties when you find it for them or are they just over there and they just really trust you to go, Hey, it’s good to go and you just by combination of both combination and with your new company, you guys doing property management? Yes. Oh you are fantastic. Okay, cool. And where do you think the buyer’s agent space is going? I mean, it’s growing. I’m creating more buyer’s agents. Some people don’t like me. Um, but I, I genuinely think it needs to grow. I like some buyer’s agents I think have a limited mindset with when there’s less than a thousand in a population of 25 million, it’s not a lot. And there’s over 50,000 real estate agents. So, I mean, what are your views on the buyer’s agent space moving forward?

Brady Yoshia:

So firstly, I think you’re doing an amazing job. So I love your work. Keep going. Definitely not. Um, I think that over the next five years you’ll be seeing one in three buyers using a buyer’s agent. And I think it’s very important to have the right people on your side. Yeah,

Ben Handler:

I’ve never understood which is why when I started Cohen handler, I was like, what is going on? Like the seller when they wake up thing to call a real estate agent and they’ve got that independent representation and buyers, when we started Cohen handler 10 years ago had no representation and that never made sense to me. So I think it’s grown really slow in my opinion. The buyer’s agents space, I think it’s actually grown really slow. So I do hope that there’s one in three in the next five years.

Brady Yoshia:

We definitely moving in that direction. More and more people are inquiring more and more people are comfortable with using the service. So more feel good stories. I think out there in the marketplace is what’s gonna create the confidence

Ben Handler:

and real estate agents. I mean, do you feel like they’re ultra receptive to buyers agents that you do with

Brady Yoshia:

a lot more now than when I began my career in being a buyer’s agent. And I think that they are seeing the benefit of working together with the buyer’s agents more and more every day.

Ben Handler:

Do you think, not feeling threatened initially? Cause I mean obviously they, they’re, they’re, they’re groomed to work with buyers and to nurture buyers. And do you think they felt threatened initially?

Brady Yoshia:

I don’t think they understood the role of a buyer’s agent. So therefore there was that element of feeling threatened. Threatened,

Ben Handler:

yeah. And I do not obviously, uh, real estate agents are a good referral source for buyer’s agents. So I think he has a buyer’s agent. You don’t want to burn the bridges. And I do know there’s a lot of buyer’s agents who don’t get back to real estate agents and it pisses them off. So they go through the property and they just don’t call them. I mean, with your firm, I’m assuming that you guys obviously re get back to real estate agents feedback and

Brady Yoshia:

always that’s an absolute must. We love working with real estate agents and I have to say that they do set as well. Thank you for getting back to us. So what you’re saying is correct. A lot of buyer’s agents are not communicating once they’ve been through the properties and they’ve found something for their client, they don’t even let the agents know. So it’s just a little bit of being courteous.

Ben Handler:

Fantastic. And where can people who are listening here find you? Your website?

Brady Yoshia:

They can go to Brady, Mark’s dot com. Dot AAU, my social media, Instagram, Facebook, we everywhere.

Ben Handler:

Okay. And in terms of where you’re servicing what areas in Sydney?

Brady Yoshia:

So at the moment we servicing upper Northshore, lower North shore, Northern beaches in a West Eastern suburbs, the city, and we working with a couple of other agents that are hopefully going to be coming on board soon where we’ll be able to serve as the whole of Sydney.

Ben Handler:

That’s amazing. And just before we finish up, I mean I’ve always felt that for the buyer’s agent space, I genuinely felt it’s more suited towards females. I’ve always thought that real estate agents, it’s like maybe it’s my perception, but like it’s alpha male, it’s more male dominated, which, which I, I don’t know if the data, but I think it is, but I feel like women are more suited to, to dominate the sector. I mean, what do you, do you have any thoughts on that or,

Brady Yoshia:

well, I think women are more emotional, so therefore I think that we can adapt to all different scenarios with different personality types. But yes, I do agree with you.

Ben Handler:

Yeah. And, and I do, I think that what we’re doing is by as age is more consultative and you’re right, it’s, there’s a lot of emotion. I just feel like clients don’t want a sleazy salesperson with the shiny shoes and the shiny teeth and the, I just don’t feel like, I don’t know that they don’t want that. No. And I think that, I do think, especially over the next five years, I know you said one in three, I think there’s going to be a lot more females that, that jump into this space.

Brady Yoshia:

Well, I can see the people that are reaching out to me a lot more females than males. Really? Yes.

Ben Handler:

Yeah, and in terms of real estate agents, do you, do you think a lot of real estate agents are going to jump into the buyer’s agent sector? Definitely, yeah, because there’s a lot of, I mean I think there’s a lot of real estate agents that are finding it tough and it’s a natural, I think it’s a natural progression for them to potentially move into what we’re doing.

Brady Yoshia:

It is, and they understand the selling side so well that it makes sense if they are finding it difficult on the sales side to give it a go as being a buyer’s agent.

Ben Handler:

Yeah, I agree. Well, nice chatting with you. I appreciate you being here and diving into your story and as I opened up, I really appreciate it. Admire your resilience, your determination, what you’ve done. I mean to see you when I was a conehead that you’ve always wanted to run a team and to see you now running your own business with a successful team with four and you’re growing and you’re obviously doing a lot of deals and your social media, your looks fantastic. I just wanted to congratulate you and it’s been awesome. Just diving into your story. Thank you so much. It’s been a pleasure to be. Yeah, and I love your support. Thanks so much. So for those of you watching now, you can visit Brady on the website. She mentioned it’s obviously going to be on the screen so you can check her out there. Servicing all the Sydney. They’re a growing team. They’re very dynamic, they’re very experienced. I mean, I worked with Brady for five years and she’s super switched on and she runs an awesome company. So check them out. We’ll see you next week.

 

Please watch full episode here:

 

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
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#26 – Is Property An Addiction With Luke Moroney

How to become an authority buyer's agent

Training The Brain for Success

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

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

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

Building trust - wood block

Build Trust Through Consistency

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

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

Learn From The Experts, Don’t Reinvent The Wheel

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

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

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

 

Man holding box of possessions

Quit the 9-5, Beat The Fear

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

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

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

Now Is The Time To Buy

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

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

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

You can listen to the complete podcast below:

 

Have you considered turning buying property into a career?
To find out more, come and watch this free web-class:
Watch the Free Webclass Here