Why Should You Revisit Your Goals

by Ben Handler

October 3, 2020

Buyer's Agent Jack Henderson on why you should revisit your goals

Jack Henderson:

Yeah. Good. I don’t, I don’t really see them as real estate agents, right. Like sure. Some of them are just real estate agents.

You’re talking to him I guess on a weekly basis, just sourcing properties and doing deals and there’s not that personal touch. But I guess because I’m not from real estate, I’m not from the Eastern suburbs, I don’t have your typical Eastern suburbs attitude. And I’m very different to what a normal real estate agent in the East is used to dealing with. So I guess it’s fresh. It’s new. I’m very straight down the line. I’m a lad or a bloke as you know, like I’m not, I’m not stuck up. And I think that that works with a lot of people. So I’ve started to build not just business relationships, but personal relationships. Like these people are friends. So yesterday I was at lunch with two of the agents from one of the largest agencies in the East. And it was, I wasn’t there on business. I was there because these guys are great guys and I’d be friends with them regardless if I was working with them or not. It just happens that I met them through real estate because that’s the industry working.

Ben Handler:

Welcome back to the Buyer’s Agent Institute Show. We’re doing this show or this episode a bit differently today. We’ve got Jack Henderson here, head of investments at Trelease Associates. Jack was on the show two months ago, and when we jumped off, I said, Jack, I said, when you hit over 10 deals, we’re going to bring you back on. And I didn’t think it was going to be around eight weeks later, but it is. Jack surpassed 10 deals, you know, over eight weeks and he’s kicked off with a massive bang. So today’s episode is really to dive into what he’s done over the eight weeks and just really hear about his journey. So welcome back, Jack Henderson. Mate, thank you. And I’ve worn if they can see it on the camera, my favorite Flamingo shorts for the interview. So it’s unbelievable. I mean, you’re really getting traction on a I think from a consumer standpoint, from what I’m seeing, you’ve put yourself out there. You’ve done a lot in eight weeks. And so today I really want to dive into that. I mean, how you feeling now?

Jack Henderson:
Good man. Really good. I’m excited. I am a motivated, driven and obviously the more and more traction you get, the more and more I guess confidence you get and the more driven you get and it just compounds and combat like a snowball.

Ben Handler:
Right? Did you think you’re going to hit over 10 deals in eight weeks?

Jack Henderson:

No. So as we’ve spoken about a lot of my, my goal for the year was half and JCI, which is I think a pretty sizable goal, right? First year in real estate do a half a million dollars in business. It’s a pretty big deal. And I’ve done almost 300 already.

Ben Handler:

So GCI for people that are listening, it’s gross commission income. So your, your goal was 500 K for year one. Yeah. You’re two months just over two months in and you have to 300 300. Yeah. Wow. So I mean 500 even when I was saying to Dan, who is the CEO of our business, like they had my goal set at three 35 for the year. That was their caveats. You nearly hit that. I was looking at Sarah on the other day on our dashboards and it’s just touching. So what were you earning? Just just, I mean if you are comfortable sharing, I’m very comfortable. Yeah. Were you earning in your previous careers or salary, but 150 150 gross. Gross, yes. Plus you get your allowances and up, but you’d say about 150 yeah. So you’ve basically, I mean, you surpassed that on a gross level, but with common splits, et cetera.

Jack Henderson:

You’re, I’m assuming you’re a bit above that. Yeah. And because obviously you run your own company, you don’t have the same tax rates like you do as a salaried employee. So I’ve definitely, I’ve made as much as I would have made in a year in the mines in, in essentially two months in a new career in a nuclear, yeah. It doesn’t feel new, which is a weird thing. But when you love property, you’ve bought property. It’s not like you’re new to this. I know it’s not like you’re new to this industry. You’re new to this role. That’s right. But I’ve been I’ve been in the, I guess industry indirectly

Ben Handler:

Probably like five or six years, you know, through doing podcasts and building a brand as an investor and then obviously transitioning now to a buyer’s agent. So it does not feel new to me. It feels like I’ve been doing it for a long time, which is I guess beneficial in a way because I understand everything. The new parts of me was running a company now, hiring staff, managing my own expectations and, and all the stuff that comes with a business. Yeah.

Jack Henderson:

We were at one of my close circle events, the mastermind recently and I heard you open up and just share with the group that dealing with, now you’re not, you haven’t got a fixed salary coming to the bank account every month. And I know the feeling as well. When you are on commission, you start getting lumpy paychecks. If they do come in, which they are for you and it’s about managing money, how are you finding that? Yeah, good. I mean it’s very easy to go out and you get 20 or 30 or 40 or 50 grand. Yeah.

Ben Handler:

Deposited in your account one day. It’s very easy to get excited, right? Like that’s a lot of money for anyone. So managing it is, is just something that’s a learning process. But obviously I’ve been dealing with large sums of money now for years because of the investing side of things. You know, when you’re refinancing loans and cashing out large amounts of money, essentially there’s money sitting there and offset accounts. So, Oh, I’ve, I’ve been working with large sums of money for a while, but not on an income perspective.

Jack Henderson:

No. But yeah, it’s, it’s definitely a learning process. How are you enjoying working with real estate agents? Because before, I’m sure you were buying property through them ad hoc, when you’re buying for yourself now you’re talking to them every day. Yeah. Good. I don’t, I don’t really see them as real estate agents. Right. Like, sure. Some of them are just real estate agents and you’re, you’re talking to I guess on a weekly basis just sourcing properties and doing deals. There’s not that personal touch, but I guess because I’m not from real estate, I’m not from the Eastern suburbs. I don’t have your typical Eastern suburbs attitude and, and I’m very different to what a normal real estate agent in the East is used to dealing with. So I guess it’s fresh. It’s new. I’m very straight down the line. I’m a lad or a bloke as you know, like I’m not, I’m not stuck up. And I think that that works with a lot of people. So I’ve started to build not just re business relationships, but personal relationships. Like these people are friends. So yesterday I was at lunch with two of the agents from one of the largest agencies in the East. And it was, I wasn’t there on business. I was there because guys are great guys and I’d be friends with them regardless if I was working with them or not.

It just happens that I met them through real estate because that’s the industry working. Yeah, it’s interesting. It’s, you know, we was sitting here two months ago having this chat you just kicking off, you’re also talking about your first hire was different to most people. Most people doing assistance or let’s say some administrative style of roles. You went straight for videography. We got Sammy [inaudible] and legend. It’s absolute lapse and same thing. So let’s, let’s talk about obviously hiring people. Most people in business as such, I go, okay, I want to hire a PA. Someone’s got experience, let’s go hire someone with experience. I think a little bit contrarian to that. Like I don’t want someone who’s got experience a PA has core I guess components to their job and that’s what they have to be good at. They don’t need experience in that job.

Ben Handler:

I need to be good with dealing with people, time management, managing stuff like that. So why hire another PA? Why not go hire someone who’s from a different industry, who’s got those values and, and that I guess willing to learn and they can learn that the job, but they’ve already got the, the, the values I need to be able to do that job. So say Sam was from aviation, like working with fighter jets. That was his job, but nothing to do with cameras. But he had a passion for photography. He, he, he is a person that is driven to, to be better. And I thought, well, if you already know how to pick a camera, it’s not that hard. You can learn on the job and you’ve got everything I need. So and made he’s been doing it. I wait because I think now it’s unbelievable and people go, fuck man, how good are your videos?

Ben Handler:

Like they’re unreal and no one believes that he started in January, mid-January, never done it before in his life. Never ever edited a video, never used editing software, never taken a photo other than of surfing and stuff like that. And people can’t believe it. So same thing. I just hired a full time prospector, so he’s from the UK, has zero real estate experience, zero, wouldn’t even know what a contractor is on our property. But he sold solar doors at all before. So that’s, that’s where these past job and knocking on doors and saying, do you want to buy salt? I like the hard slog and he’s very, very good at it. Like old, I think in eight months he sold almost a million dollars, but the solar door to door and that’s hard. Very hard. A lot harder than picking up the phone.

Ben Handler:

You’ve got to go face to face with someone. Right. It’s a hard job. And then not only that, you’ve got to make them trust you to then book an appointment to go sit in your house a couple of days later or whenever it is to then talk to them face to face, sell solar directly to them, make them sign a contract and then you leave all on it. Well that’s what you’re, you’re a salesman. So he had, he’s got, he again, he’s very, very driven. He knows how to sell, knows nothing about real estate but can be taught. So my, my, that’s what I did. I said, mate, come on and you can learn the things that I need to teach you, but you’ve already got the key values and the, the key components of that job already. It’s great man. I mean, how old are you again?

Jack Henderson:

23…

Ben Handler:

Yeah, 23 having perspective the way you do and just your philosophy around hiring is impressive. When you look at, actually it was funny, we were driving home the other day and we’re listening to monitor Tony Robbins podcast and Sarah Blakely or Sara Blakely from Spanx. Yeah, that’s what she did. So she started Spanx, which is super driven, knew what she wanted. I think of her first 20 hires or something, had zero experience in the roles they hired for. And I think she’s the youngest ever billionaire with no help. Self-Made. That’s right. Like that’s saying something, right. She knows that what this role comprises of, if that person has the values and, and the things that that role needs, the actual learnings of that role can be taught. Correct. And there’s a lot of, I think, misconceptions around things around hiring, around starting jobs. I was sharing recently that a lot of people think you can’t do things part time.

Jack Henderson:

And I, and I was sharing perspective that Phil, Phil Knight from Nike, he started Nick when he was an accountant full time, right? The Wazniak for Apple was working at Hewlett Packard full time when he started Apple. The guys at Google were doing PhDs at Stanford working their asses off while they started their company. So I like your idea around hiring because people think that you need to hire somebody with experience specifically like Jeff Bezos in Amazon. He likes to hire people who have failed in startups a lot. He’s, they’ve been dragged through the flames, they’ve been in the trenches, they have come up with a lot of learning. And so everyone’s got their own philosophies. And I think it’s great the way that you’re thinking about this. And look at, I guess the person in the pudding. The thing is, I think if you hire someone that has done the role before, they’ve got their set ways, they know how they want to do things.

Jack Henderson:

You try and tell them that you want the things done differently and that’s when you start butting heads and you know, trying to bring them out of habits is very, very hard. So why not teach them on the way you want it to be done? Right. And if you look at Dan, I say yo, it’s the same thing. Like I think probably 80% of our staff, but Tia and we’re doing massive numbers. I’ve never worked in real estate before. Yeah. And you know my philosophy about it, I mean with this sector, I mean the truth is becoming a egg. It’s not rocket science. You and I both done the role, you’re doing the role now there’s, there’s, there’s, I think core fundamental skills you need. And a lot of it is communication, relationship building effort. And if you’re trainable as well, you can pick up all the tactical stuff.

Jack Henderson:

Right? Exactly. The actual real estate component of it. It’s very, very learnable. You have to have, like you said, people skills, a passion for wanting to grow and push yourself because you’re running your own business and everything else can be taught, right? So if you’ve got those things, you can be any, anything really. Not just a buyer’s agent. You can, you can do anything you want. Did you expect honestly this to fly this fast? Cause when we’re sitting here two months ago, I mean we’re like, yeah, when you crack 10 deals, I mean I didn’t think it was going to be eight weeks later. Did you think it was going to run this fast? No, I didn’t know. I knew I would hit the 500. Did I think it was going to be probably within four or five months? Yeah, maybe not. I knew I was going to hit it though. Like I know when I set things I manifest it. That happens. So

Ben Handler:

It’s just happened quicker. Right. But now I’ve moved the target and I like didn’t, I didn’t think that it was, you know, a hire another staff member and be thinking about the things, I’m thinking about

Jack Henderson:

The guys at TA set your original goal for three 35 then you moved it to 500. I set my own goal for 500. They thought that was too much. Yeah. Ambitious, ambitious.

Ben Handler:

So obviously they want to set targets that you can, I are achievable, still ambitious, but they don’t want you to not hit him and then be disappointed with yourself. Right. So they set it at three 35. I said Fox three 35, I’ll set 500. And yeah, I’ve almost hit the three 35,

Jack Henderson:

Two months. And where have you reset it for yourself? At a million now? A million dollars. So you’re looking to generate a million dollars in commissions this calendar year from January to December. That’s unbelievable. Yeah. And I’ve done it. So if I can continue the pace but I’ve done this quarter, which is the quarter’s almost over. I’ll hit a million dollars. Yeah. Especially now we’re having the full time

Ben Handler:

Prospect. I think there’s going to be a lot more business. I’m just about to start Facebook marketing so that two 50 or whatever it is, almost three, almost 300 which generated by solely me. Yeah,

Jack Henderson:

Generating business, converting, buying. You know what I’m saying? I mean, I’ve been in this space for 10 years and what I’ve seen is there’s a lot of a younger generation of people coming in. Like there’s you, you’ve got Emily Wallace in Melbourne, there’s a lot of other names. I don’t need to go through them all here. We’re coming in and you guys are getting traction. You’re creating a tension, you’re doing things differently. You’re building your teams differently. And I think a lot of the, let’s say the older people, not necessarily age or people have been in the buys acre space for awhile. I think you guys are really like allowing people not to get complacent anymore because you guys are moving quick. The dinosaurs that say, ah, they’re so set in their ways. They think

Ben Handler:

That because of their reputation and I’ve done this and I’ve done that, that everyone’s going to go back to them. That’s not how it works. It’s not like in what in the world, that’s not how it works. If you’re a buyer’s agent or the CEO of the biggest company, there’s always someone younger, hungry and better that your job than you are. You just don’t believe it. Correct. They’ll eventually see it.

Jack Henderson:

No, they’re saying it already. Have you had any reach out to you or just say, there’s a couple of people that have said a couple of cheeky things here and there, but I think that’s funny. Like it’s sad people. How do you, I mean you, you’re, you’re, you’ve got the full time videographer, Sammy, you’re doing a lot of stuff online. There’s, we know there’s a lot of haters. When you have haters, it’s a good sign. It means you’d like, you know, if there’s a marketing saying, if you’re not pissing people off by noon each day, you’re not marketing hard enough. Dan Kennedy and you are obviously getting out there a lot. When people do respond to you in let’s say negative way how do you, like, how do you take the piss out of American? It’s classic. It’s especially when you’re on like Facebook marketing or boosting posts and it’s random. People have time to comment on your shit and say something. I think it is hilarious. That’s good. You’ve got that attitude.

Ben Handler:

If someone has enough time to comment on your staff and you let them not let themselves get affected by what you’re doing.

Jack Henderson:

Sad people. Right. I want to talk about clients because I’ve seen obviously you do celebrating with clients I’ve seen online. We can talk a bit a bit about that, which is great. But I guess your clients, you seem to be getting a lot of success from what I’m seeing on the outside. So I wanted to dive into that a bit with you now. How have you found the client journeys and then the, you know, just I think bonding with your clients as well. Yeah.

Ben Handler:

The thing is my personality is really unique, so I love someone you really like or really hate straight away. That’s how I am. That’s true. Like that’s how in my whole life, you either like me straight away you go, that guy’s a Parkway. Everyone’s the same. Right? So my clients are the same too. So if they work with me, we’ve had the phone call, we’ve had the face to face meeting. So in that face to face meeting, there are other decide then and there, this guy is awesome or this guy’s not the greatest. So I think when they come on there, they know exactly what I’m like already. And it works really, really well. I don’t change for someone who’s worth $10 million or someone’s were spending 700 grand. I’m the same for all of those people on the same personality. I talk the same, I respect them the same.

Ben Handler:

And I think they liked that. So yesterday I met a client. It’s funny, so, such a funny, so I get a phone call, right? I bought for her last week in, in South Korea. I got a phone call, says, hi Jack, I’m in double Bay. Are you around the office? I said, yeah. She goes, I’ve got a present for you. I said, okay, so I’m at the markets, I’ll come and see you after. Boom brings me, she says, where are you? Can you drive to my car? I want to give you something. So I had a bottle of champagne for her, drove to her car, she opens up the boot and she’s got a case of Coronas. And I was like, what? And this lady is probably, you know, mid sixties, very successful. You shouldn’t make her own and whatever, anything that’s got alcohol in it, I’m in, dude, don’t worry about that.

Ben Handler:

But you would never expect that from a very conservative lady. But because we’d been together for sorta two and a half months on that journey, we got to know each other really, really well. She got to know her personality. We can have jokes and that’s how well she got to know me at the end to be able to take the piss out of me and say, I’ve got a case of Corona here for you. And $3 million and a house. Like and then I we were chatting and she’s going overseas. I’m having a chat about that. And I said, I’m like, she was amazed, like amazed at how everything went and negotiation the property we bought for it, the price we did, like everything was amazing. And I said, there has to be one thing, just one thing, like there has to be one thing that I did that you can say, maybe you can rub up on that feedback. I want it to know, because her review was like, next level, I couldn’t have got any better review if she said I’m going to refer you to anyone like that. And I said about there has to be something that I can work on. She said, Jack, it was perfect. There was not one thing that I can say you didn’t do well.

Jack Henderson:

Wow. Crazy. Right. Okay. You said too well done by the way, because I’ve been seeing what you’re posting from the outside. It seems like what they’re writing about you and how you’re celebrating with them, like they’re very happy, which is good. You said two and a half months just then with that client. What’s your average timeframe? You’ve obviously bought you know, more than a handful of properties now from when you sign an agreement with the client to engage to exchange, what’s your average time? 20 to 20.8 days. Amazing. Around where your, where your suburbs. Yeah. I hear a lot of buyer’s agents are, I don’t know if it’s true, but I’m hearing dropping pants, charging 1%, one and a half percent. I hear you got your charging two and a half, two and a half plus GST. It’s unbelievable. Yeah. I was actually, we had lunch yesterday with some real estate agents.

Jack Henderson:

And we were talking about fees and I said, Oh, this is what we charge. And he said, no, you fucking die. You don’t charge two and a half. And I said, mate, I can show you the agreement. That’s where all my life, this is what we charge. Unbelievable. So real estate agents probably charging like an average fee of one and a half, maybe 1.3 really good agents over 1.8, two and a half. Yeah. I love that. You’ve come into the industry, you’re a few months in, you’re charging more than the standard and then your timeframe from signup to exchanges. I think from what I’ve wanted from what I know is well above average and the client success is incredible. I mean, it’s just I want it to get on today because a, to celebrate obviously your success and we’re going to finish up soon.

Ben Handler:
But B, I think it’s just, it’s just so fulfilling for me to see how well you’re doing and just not in succeeding in the role, but the brand you’re creating for yourself and the reputation.

Jack Henderson:

That’s good, man. I obviously I’ve always been in that mind frame and that mindset of surrounding myself with good people. So when I was investing, I surrounded myself with the best investors in the country and that led me to meet more and more people. And then I’m in this role now, so I surround myself with people who are better than me and help me and encourage me to be better. So I think that’s had a massive impact.

Ben Handler:

Yeah, well done. I’m very impressed. It’s, it’s very it’s very inspiring. Watching you from the sidelines.

Jack Henderson:
I’ll come back in July when I’ve hit half a mil. When you feed half a mill, we’ll be back here maybe June. June, yeah. I’ll probably be overseas in June.

Ben Handler:
So, but anyway, guys, you can check out. You’ve seen Jack on the show already. You can check him out on…

Jack Henderson:
Instagram, Facebook, LinkedIn, tick-tock..

Ben Handler:
What else are you on?

Jack Henderson:
YouTube

Ben Handler:
He is on everything. Just check him out. It’ll be on the screen to check him out. See you next week.

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