Becoming a Nationally Focused Buyer’s Agent

Buyer's Agent Arjun Paliwal

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Have you considered turning buying property into a career?

Helping Investors Generate Passive Income

Buyer's Agent Sanjeev Sah

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Have you considered turning buying property into a career?

Helping Owner Occupiers Ethically

Buyer's Agent Jayne Robbins from The Informed Buyer

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

With a keen interest in property, Jayne and her husband were able to purchase their first property when she was only 24 and has gone on to add 15 more to her portfolio. With a background in accounting and it was clear that Jayne was someone her friends and family would turn to when they needed advice on property and that sparked her interest in turning that skillset into a business.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Have you considered turning buying property into a career?