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.

 

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