Mentoring The People Around You So They Rise to the Challenge.

Episode Transcript
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Speaker 1 (00:00):
there were nights not that I didn't sleep, but there
were nights where I was like,holy, have I done the right
thing.

Speaker 2 (00:05):
You're a very driven person.
Yes, um, you're a pocket rocket.

Speaker 1 (00:08):
It's not about me.
It's not.
It's about my staff gettingbetter and it's about not me
earning all the money.
It's about helping johnnybecome a great agent so he can
have the financial freedom thatI do g'day guys.

Speaker 2 (00:25):
Welcome back to aust, to Australia's number one
construction podcast.
We are back in the shed thisafternoon for another cracking
episode, something verydifferent for you today.
I've been looking forward tothis one for a little while, but
today we've got Clinton Vertell.
We've had a relationship forquite a while.
Clinton has two Bell propertyreal estate agents.
He's also been on dancing ceoswhich, uh, go and check it out

(00:48):
on youtube, thanks and he's alsoinvolved in a couple of
software companies.
So, um, today, yeah, I reallywant to dive into clinton's
journey and also talk aboutdeveloping, how you find
properties for developing anddevelopers and all those types
of things, but just the realestate market and what you do,
mate.

Speaker 1 (01:07):
Yep, how are you?
I'm great Thanks for theinvitation.
Yeah, I've been obviouslylistening to not all of you, not
all the podcasts, but I've beenwatching and tracking your
progress and what you guys do isfantastic.
Cheers, mate.
Yeah, and is it Lewis?
Is this the guy?

Speaker 2 (01:22):
Yeah, Lewis is coming up tomorrow.

Speaker 1 (01:23):
Obviously that was just hearing that story that you
shared and his journey sort ofcoming back into having the
confidence to start back up inbuilding businesses.
Mate, that's life-changingstuff.

Speaker 2 (01:34):
Yeah Well, that's what the podcast is all about,
mate.
Like I'm on a mission to createa new industry, but it's become
a real passion, like it'ssharing stories and inspiring
people, and I think your storywill inspire people today.
It's an interesting one, butbefore we jump into your story
like we've we've um like we.

Speaker 1 (01:55):
We have a mutual friend, which I think was a
little bit to do with our firstconnection, Correct?

Speaker 2 (01:58):
The Campbells, yeah, the Campbells.
And then you, we engage you tosell a couple of them.

Speaker 1 (02:01):
I didn't know, I didn't have the business, I had
to go and pitch for it.
Engage you to sell a couple ofthem?
I didn't know, I didn't havethe business, I had to go and
pitch for it.
That was at Fernley.
Oh, mate, I can never.

Speaker 2 (02:08):
We did a townhouse development and Clinton turned
up in white pants on a rainy day.
It was muddy as anything.
Yes, yes.

Speaker 1 (02:17):
I'll never forget it.
I had a pair of moccasin shoes,on which I'm wearing a pair
today, but they, you, uh, peopledon't think I wear socks, but I
do wear socks.
Um, but when, camille, when sheescorted me through the work
site, some of your boys werelooking at me going who the fuck
is this dude?
Uh, so I didn't look at home onthe work site, but that's like
I didn't get anything on me,which is a good thing.

Speaker 2 (02:37):
So no, it's been an incredible relationship.
You um, you also now, uh,currently property manage,
manage a couple of ourproperties.
We do, we do, but, like you'revery good at what you do.
Like the townhouses that yousold for us got a record price
for a townhome in the suburb.
We should sort of kept them tonow, but that's Well, mate, even
back when we sold them like itwas a record price.

(02:59):
And then another property whichwe built on the Redcliffe
Peninsula which you ended upgetting involved with as well, I
did, yeah, 80 Prince EdwardParade.
It also sold for a record priceand you were just saying,
what's that been?
Three years?
That was two years in July andit still holds the record.

Speaker 1 (03:16):
Still holds the record, that's 80 Prince Edward
Parade, if you're on the net.
An amazing full renovation inaddition to a property that held
a lot of interest on thepeninsula because it was an old
uniting church.
It's an old nuns Convent homeConvent, yeah, yeah, that they
used to use for holidays for thenuns.
So what you did there on thatproperty was just obviously to

(03:39):
retain the existing dwelling andthen repurpose it and recycle
what you could.
Yeah, it was very special, sowe took that to auction and that
for me, was an uncontestedlisting.
So if any agents out there whoare listening, it means you go
in.
And because Dwayne had spokento Kerry about my services, yeah
, I don't.
Well, to my knowledge, therewas no other agents that were
pitching for that business.

Speaker 2 (03:59):
Yeah, but I just I talk about it a lot on the
podcast To be successful, you'vegot to have good people around
you and build teams Correct, andso the success we've had with
property and the ones you'vebeen involved with is it's about
great design, great building,great position and then
finishing off with bringingsomeone like yourself in that
can cap it off and bring it home.

Speaker 1 (04:20):
Well, look, we don't win every listing that we pitch
for.
But we see some of the mistakesthat are made out there where
people want to shortcut onmarketing and they might have a
great product and this issomebody who's done a renovation
on a home and if they then goto market and they try to
squeeze an agent on commissionor marketing, they go to the
bottom of the barrel.
And then some of the agentsactually well, I'm not going to

(04:43):
put as much effort into itbecause they're only going to
pay me a pittance, yeah, that'swhen you get to that position.
You don't want to beshort-changing on that side of
it.
Yeah, and you've got to look at, obviously, who's selling what
and how they do it.
I mean, it's not just about thenumber.
We do deals and Johnny is oneof my co-agents.
He's also a plumber by trade.

(05:05):
Camille just gave us a mixerthat we've got to put into the
place at um one of ourproperties yeah, one of your
properties.
Um, so we did a deal, whichsettled yesterday, and, um, the
drainage from the guttering wasventing to the, to the ground,
so there was no actual drainage.
Um, the sellers weren't goingto give a reduction on the on
the price the contract price andthe buyers weren't going to buy
it without having drainage.
So we we were doing some otherworks there, but we had an

(05:27):
excavator there to build a pit,so we did it at my cost.
So these are the things thatyou do in real estate.
Sometimes the agent'scommission is in the middle of
actually getting a deal done, soyou've got to think about
creative ways to keep thingsmoving to a direction.
Otherwise everyone walks awayand you start back from scratch.
So my business is all about notstanding in the way and not
giving away money where we don'tneed to, but ensuring that

(05:49):
we're not the reason that a dealfalls apart.

Speaker 2 (05:51):
Yeah, so, mate, to go back a few steps, you're a very
driven person.
Yes, you're a pocket rocket.
Where's all that come from?
How did you get into realestate?

Speaker 1 (06:00):
Well, it's a passion, I suppose.
And some of the other old headsin real estate and in the Bell
Property Network who've beendoing real estate for 20 years,
they said to me, mate, wheredoes the energy come from?
It comes from passion.
Now you've got passion for yourbuilding industry and now
obviously helping people withtheir I suppose, reigniting
their passion, which is theLewis story.
I'm still a shareholder in acouple of software businesses

(06:22):
that specialise in real estate.
And then a very good friend ofmine was selling off the plan
developments for Traders inPurple on the peninsula and he
was into me, probably from 2005onwards, saying, mate, you have
to get into real estate on theWrecliffe Peninsula.
No disrespect to any of the oldschool agents on the peninsula,
but it was then and in somecases it still is pretty
backward in terms of adoption oftechnology, best practice and

(06:45):
all that sort of stuff.
So he badged me for a couple ofyears until we actually sat
down and put some numberstogether.
And then it was a case of well,if we do this, who are we going
to go with?
Bell Property on face value, asa boutique agency looked
appealing.
We spoke to them, we spoke toMcGrath, who still don't have an
office office on the peninsula,but I think they're talking
about opening one up.
They've got one at North Lakes.

(07:06):
Um, so obviously, boutiquebrands, yeah, long story short.
Um, bell Properties motto, Isuppose, is fewer, better people
.
Yeah, so you can have a team.
But if you look at some of ourcompetition I'm not going to
name any businesses but theymight have an office with 30
staff.
We've got an office with eightstaff.
We produce more than those guys, so, um, that just sort of goes

(07:27):
to show the level of staff thatwe've got around in our team.
It's like with your stuff ifyou've got a guy who's not
producing the quality, well, howlong can he stay in your
business?
Because you've got to go backand fix it all the time.

Speaker 2 (07:36):
You can't afford to do that yeah, but just to go
back a little bit, likeeveryone's hearing us talking
about peninsula.
So, um, clinton and we used tolive over there on the reg of
Peninsula, so it's about what isit?
24ks north of Brisbane.

Speaker 1 (07:48):
North of Brisbane yep , so accessible to Brisbane CBD
as well as the airport, which isa massive selling feature for
anybody who's looking to move.

Speaker 2 (07:55):
But you're right on Moreton Bay oh mate, you're 30
minutes in a decent boat toMoreton Island, like it is an
incredible place, but it'sliterally the only what in the
last five years that it's hadsome decent money come into it.
Correct?
Well, there's been decent moneythere, but I guess, rather than
decent money, there's a newstage of Newport that opened up

(08:16):
Yep Stockland and that broughtin a new flair to building, and
in the last five years there aresome incredible homes popping
up on the peninsula there's acouple of different builders.

Speaker 1 (08:25):
One of them is quite prominent is Monster Homes.
They're doing a lot up there.
Cma do a lot of builds butequally you've done a renovation
of a place on Australia Court56.

Speaker 2 (08:34):
We've done some big dollar jobs there for some
private clients that don't, ohsorry.
No, those ones are fine.
Okay, we've done renovations onsome sort of $7 million and $10
million homes on the peninsula.

Speaker 1 (08:48):
Which is interesting.
When you talk about propertieslike that, I mean that's big
coin, yeah.

Speaker 2 (08:52):
It's incredible how many wealthy people there are in
Redcliffe.

Speaker 1 (08:55):
Yep, well, it used to be Deadcliffe, but COVID
obviously created a set ofcircumstances where people were
looking for a lifestyle changeand to move to the coast.
I set of circumstances wherepeople were looking for a
lifestyle change and to move tothe coast.
I grew up at Boondall and wenever spent time as kids in
Redcliffe.
We went to the Sunshine Coastbecause that's where the
grandparents were and that'swhere we gravitated to.
If you think about Sandgate,sean Cliff, brighton beautiful
spot, but when the tide is outyou're looking at mudflats.

(09:19):
Now we have this discussionwith certain people who are
looking at over that area aswell, but if you're looking at
the water over in Brightonversus off the tip of
Scarborough, it's more beautifulup there in Scarborough and now
it's got the dolphins and nowit's got the dolphins.
I'm a Bronco supporter from wayback when I do have one foot in
each camp.

(09:39):
So, yeah, everything that'shappening in Redcliffe.
If you said that this wouldhave happened 10 years ago,
people would go no mate, no way,I mean to have an NRL team
that's a huge commitment Massiveand that in itself is huge for
the Peninsula To see the peoplethey get at the stadium there
now.

Speaker 2 (09:57):
Yeah, it's packed.

Speaker 1 (09:58):
We've got a game next Thursday night.
I don't know when this podcastis going to be out, but I've got
a couple of tickets ifanybody's interested in coming
along to one of the boxes thatwe have.

Speaker 2 (10:06):
But what about before that, before the software?

Speaker 1 (10:09):
So phone systems and photocopiers, that sort of stuff
.
So that's where I cut my teethas an agent.
I was actually talking toLachlan, my oldest son, last
night because he said oh, whatdid you used to do before real
estate, dad?
So from 2001, it was sellingphone systems, photocopies in
Telco, where I cut my teeth as asalesperson.
And then obviously you have theGFC hit, where everything sort

(10:29):
of died down.
So there's been a few blips onthe radar in terms of those
circumstances.
And then obviously the COVIDpandemic was something that
nobody knew, like I don't knowabout you, like we were told by
the Office of Fair Trading wecouldn't do open homes, and then
we could only do privates, andthen we couldn't even do that
With by the Office of FairTrading we couldn't do open
homes, and then we could only doprivates, and then we couldn't
even do that with your buildingsites.
It was just shut down.

Speaker 2 (10:47):
Well, no, queensland got through it a lot better than
most oh 100%.
Well, we finished thattownhouse, the complex where you
sold one.
We literally were finishing thatjob and I think you were going
to do the first open home andthen lockdown.
They announced that COVID'sshutting the country down.
Yep, and yeah, we shit ourpants for a bit but, um, it

(11:10):
didn't last that long and, yeah,you ended up being able to do
some open homes and we, um, wekept moving, but COVID really
changed, I guess, the playingfield for everybody.
Like you had to think outsidethe box, and the reason I like
to dig into your story a littlebit is because something I'm
really passionate about now isso many people are stuck doing a
job that they don't like, orthey have a business that is

(11:31):
actually a bad paying jobbecause they don't know how to
run it or improve it or grow itor any of those types of things.
So, yeah, by hearing yourbackground, where you come from,
but you, you've obviously had afew pivots throughout your
career.

Speaker 1 (11:41):
I have, I, but at the core of it.
Real estate is nothing morethan it's customer service and
trust.
Yeah, you can have the bestmarketing engine sitting behind
you, but if you're not a goodhuman, like the good humans will
always rise to the top.
And if you think that the topis the one who sells the most,
not necessarily always the case.
There's some people that areoperating on the Redcliffe

(12:04):
Peninsula who are very good inthe lounge room selling
themselves, but they're not thebest human and we see and we
know things that happen withdeals that could have been
handled better, because realestate is stressful.
I mean, I can't remember thedays on market at Fernley, but
every seller just goes throughthis merry-go-round of wow, are
we going to sell?
We're under contract, whatabout the conditions?

(12:25):
And it's just.
Our job is to try to take asmuch friction out of that
process as possible through ourexperience and, mate, I'm
learning stuff with every singletransaction.
There's stuff that happens thatyou go, wow, yeah, and I help
and apply that just to nurturethe way that it all happens.

Speaker 2 (12:40):
And so all all my experience in sales have sort of
led me to like the core of it,being good human yeah, we've had
quite a few dealings with youand and we've done a lot of
dealings with other real estateagents as well over the years
and you are just, you're veryequal.
Like we've done deals with realestate agents that, and
especially when we're trying tobuy another investment property
or something and, like I can'tbelieve, some agents will go, oh

(13:01):
look, mate, just offer this andthey'll, they need the money.

Speaker 1 (13:04):
So that's when they're working for the buyer.
Yeah, when we well, you'resupposed to operate in the
interest of the seller, they'rethe ones that are paying you,
but yeah there's Some peoplejust want to get a deal, get the
cash.
Now if you're on the buy sideof that and do their business,
yeah, they're never going torise to the top.

Speaker 2 (13:26):
And the thing is, and look, I'll put my hand out.
We've bought properties offpeople like that, but I would
never go back to them to sell it.

Speaker 1 (13:31):
No, no, absolutely right Because you know what
they're going to work.
And then if you do sell it andthey go oh, why didn't you call
me?
It's like do you remember theway that the negotiation went
down?
Yeah, yeah, yeah.
So there's quite a bit of moneythat's being left on the table
on the Redcliffe Peninsula.
Now we can't sell everyproperty.
And again, do I say that we'rethe best?
I know that our process, Ibelieve our process is the best.
Is that going to get the bestresult every single time?

(13:52):
Consistency will always lead usto the fact that I think,
consistently, we're up there.
There's some outlying results Aproperty recently sold off
market for four million dollarson key circuit, which is a
beautiful monster built home.
That has sort of set abenchmark.
Um, so people are looking atgoing wow, four million dollars.
I mean that's a lot of coinwhen you when you add on the,

(14:13):
the costs for stamp duty and theother likes, then it's, it's
considerable, it's insane.

Speaker 2 (14:18):
Well, you look at that, um, I'm not sure the name
of it, but that the, that looproad that goes around from the
new set of shops yeah, so that'sthat's key circuit.
Yeah, like there would be twodozen houses on that road.
Yes, over four million dollars,easy, like, and and probably
some approaching six and eightmillion dollars.
Yep, yep, um.
And to think that, like five,six years ago, if you had a said

(14:39):
, hey, reckless, gonna havemultiple houses over four or
five, six million people willlaugh at you, they would have,
and there's more coming.

Speaker 1 (14:46):
Mind you the Stockland development.
The last track that they aresubdividing is on Coolum Parade.
Once that's done, it's over,Unless there was somebody
talking the other day going oh,the Redcliffe Airport's going to
be resumed and they're going todo something there whether that
happens in the future or not,but there's more people that
want to move to the peninsulathan there are properties
available.
So when you talk about pricegrowth, if there's a supply and

(15:09):
demand imbalance, there isalways going to be price growth.
A lot of the buyers that I'veseen six months, 12 months, 18
months, two years, still haven'tbought and they're telling me
I'm just waiting for the pricesto drop.
Yeah, they aren't droppingprices to drop.
Yeah, they aren't dropping.
No, they're not.
So it's just a case of how muchare they going to go up?
For the 24 months to the last12-month period, I think the
price growth figures were about36% Growth Growth, Pretty much

(15:34):
spearheaded by Scarborough and alot of the canal homes in
Newport.
Fair enough Stuff on AustraliaCourt, the big blocks, the older
homes, the quality homes.

Speaker 2 (15:42):
So, being in the real estate game, do you get all the
figures, average across thecountry and those sorts of
things.

Speaker 1 (15:49):
Yeah, so RP Data obviously can provide you with a
snapshot at any given time whenyou look at.

Speaker 2 (15:54):
Oh, you brought them with you, mate.

Speaker 1 (15:55):
Come prepared.
I did come prepared.
So obviously I specialise inScarborough and Diane is one of
my business partners at Newport.
Our office there, the Newportwhen you look at this, is a
little graph here, right, andthis is showing this is where it
got up to 40% price growth.
Now the downward trend therewas when all of the interest
rate rises.
So if you look at trends, wellwhat happened here to cause that

(16:16):
All those interest rate rises,12 in a row?
That gave people pause to go.
Hang on, what are we doing here?
Because up to this point it wasmulti-offers and people were
just offering what they neededto get to do to buy the house.
Scarborough, it's the sametrend.
Yeah, so that was 40 oddpercent, so it was 36 to 40
percent.
And now we're in a confidence isinto the market at the moment

(16:38):
because we haven't had aninterest rate rise for I don't
know four cycles now in theReserve Bankers Only meeting
every six weeks, not every month.
So they're stretching out thetime between.
So we've got a confidence sortof level where people are happy
with their mortgage repaymentsand they're confident to get
back into the market If there'sa cut and the media is saying in
the last week.
Oh, there's another rise coming.
But that's just the media.

(16:58):
Yeah, it's just type.
They're just trying to look atthe inflation numbers and
whatnot and try to just tell themarket just to cool their jets.
I'm seeing in my businesses,days on market are coming in.
That means that people arebeing more decisive.

Speaker 2 (17:08):
So that's, oh, that's our metric, yeah, um but when
you're like with anything,you've got to look like.
I can't stand the media, Idon't listen to radio, I don't
know those types of things.
But you've got to look ateverything as a over a long
period, correct, but you can'tmake any decisions based off a
day or a week or even a monthwhen you're looking at growth

(17:29):
and those types of things.
You've got to look over alonger period, like two, three,
five years Ten years in Brisbaneused to be you doubled in value
.

Speaker 1 (17:38):
In that time I bought a property myself with my wife
and it doubled in just on.
Doubled in value in three years, yeah shit.
So a guy from Melbourne came upand then COVID hit and then it
was just a property that wewanted and I've got a long-term
view.
Yeah, I've been putting mymoney where my mouth is in real
estate, especially inScarborough, because that's
where we live and that's what welove.

(17:58):
But this is long-term hold.
My goal is to get as much landas I can over the next two to
three years with a view ofwhat's happening leading into
the olympics.
Yeah, which is, like you think,sydney 2000.
There is no reason why we won'thave the growth associated with
everything else in the mediaspotlight that's going to be the
olympics in whenever it is 2032yeah, but how do you think

(18:19):
it'll go?

Speaker 2 (18:19):
I'm the same, but I believe, once the olympics is
done and d, it's either going todrop a bit or it will level off
dramatically.

Speaker 1 (18:28):
Look, I can only talk about the Redcliffe Peninsula,
but it's a beautiful place tolive and I believe that the
whole southeast Queensland area,in comparison to Sydney and
Melbourne markets, is stillvalue for people who have a
different mindset.
There's so many people movinghere there are.

Speaker 2 (18:42):
Look, actually, you would know, has Redcliffe been
zoned a city?
I think yes, it has.

Speaker 1 (18:48):
Well, they were talking about it at the end of
last year and I never sort ofsaw it.

Speaker 2 (18:51):
It's a zoned city Because they were saying, when I
was reading all the informationon that, well it was Moreton
Bay, so it was Moreton Bay ShireCouncil and they were chaining
it or Morton City or something.
But when I was reading thenumbers on that and doing some
research, like I think late lastyear so late 2023, that Morton
Bay Shire Council had I think itwas like 380,000 people or

(19:16):
something 360,000 people, Right,and they were predicting that
by I think it was 2028, it wasgoing to over double Wow.
So they're talking like 700,000, 800,000 people in that area
and that's why so it was goingto overtake.
It was going to go Brisbane,Gold Coast, Redcliffe, Wow, or

(19:36):
Moreton.

Speaker 1 (19:37):
Bay, Yep, which it is that beautiful.
At some stage we are going tohave that population growth, but
the infrastructure at themoment can't handle it.
There isn't enough housing butif you think about Redcliffe now
, a lot of the Bogan aspects ofit sort of moved out to D-Bay.
Now D-Bay as a hotspot in 10years' time is going to be like
Redcliffe sort of is today.
So if you have a long-term view, get the biggest property on

(20:00):
land you can get up there thatis not going to cost you a lot
to maintain, so something brickand tile.
And if you just close your eyesand put some tenants in there,
in 10 years time, yeah you'll,you'll be one of the smart ones,
because those people are thenbeing pushed out towards
caboolture that's what a lot ofpeople don't um realize with
real estate, is it like you seeso many people that make like
we've actually got a client atthe moment?

Speaker 2 (20:18):
that's I rang you about there.
Yes, on the hunt for a house inredcliffe, but they have made
their money because they boughta 20 or 30 acre block on the
outskirts of cabalcha and waitedfor it to be 20 years ago.
Yeah, for what?
Would have been a few hundredthousand dollars and it's now
worth over 20 million dollars.
Yeah, that's that's.

Speaker 1 (20:38):
You know what those opportunities are out there
right now, if you think aboutwhere things are pushing.
Yeah, they're out there, but so, but it's not going to cost you
300 grand to buy something ofthat size, but it's.
It might cost you a millionbucks, yeah, but to then turn
that into that's gonna be 40million bucks.

Speaker 2 (20:50):
Yeah, at that time, yeah you've got to be thinking
long term you do, but who I mean?

Speaker 1 (20:54):
there's, I mean there's a lot of money and
whereas, if you've identified,there's a lot of money being
invested in the red clippeninsula right now.
I and we've spoken about itbefore going when's it going to
stop?

Speaker 2 (21:03):
Yeah, well, I think people don't and I know from my
experience and the developmentswe've done.
And look, I was naive back inthe day and you'd buy things
based off what you saw on thenews and what you were getting
told.
But, knowing what we know nowand, like you the fundamentals
Well, you pay money, like thelast development.
Well, even when we did thatfirmly like we paid a pretty
substantial fee to get a dataanalysis done on the Redcliffe

(21:28):
Peninsula, did you.
We got this.
I think it cost us a bit over$7,000 and it was over 300 pages
Really Did you read it all.
No, mate, I didn't read all ofit, honestly.
The stuff that I read in there,it told us everything the
council had on the cards trains,bus lines, buddy wow, road
upgrades.
Like it gave us everything,yeah, but doing that gave us the

(21:48):
confidence to make theinvestments that we did because
you you obviously the spec thatyou put on that particular
development.

Speaker 1 (21:54):
I mean you bought the , the site well, um, at the time
, um, so there's obviouslyprofit locked in there.
But you went and, by comparison, there's a development next
door and you're yours, and thatwas sort of like chalk and
cheese.

Speaker 2 (22:05):
Chalk and cheese.
Oh, it was chalk and cheese,mate, and everyone thought we
were crazy.
Everyone's like why are youdoing this to this level when
that thing's next door there?

Speaker 1 (22:12):
Yes, Well, and it still mate, it still looks great
, it's still the best in thatarea, yeah 100%.

Speaker 2 (22:19):
And yeah, look, I'm grateful we held on to a couple
of them, but grateful we held onto a couple of them.
But, um, look, then sellingthat one for the record price at
the front was awesome.
And she's she's an awesome lady, we talk to her regularly.
But, yes, um, so, mate, what doyou like to go down?
The development path?
A little bit like do you getpeople reaching out to you?
Uh, looking for developments we100.

Speaker 1 (22:37):
So there's a lot of splitter blocks, um like a lot
of 810s, where people are eitherputting townies on them or
they're doing just a couple ofsubdivisions a subdivision, I
suppose and obviously a coupleof spec homes.
An 810 square block these daysis probably going to run you
between one, three to one, five,depending on how close it is to
the water.
They can get down to the one,one, one, one, two sort of range

(22:57):
where they then obviously splitup the guts and you've got two
10.1 frontages which put on them.

Speaker 2 (23:04):
So how's it work for people that are listening that
because most people's goal is toget some sort of an investment
or definitely in the buildingand trade area, like people want
to do, possibly do their ownprojects and things like I know
you and I, like I've rung youabout a few things like what is
the, what's the way that thingsshould happen, like can a guy
ring you up and say, hey, I'mlooking at doing a development,

(23:27):
can you give me any insideinformation to some properties
that are coming on the market?

Speaker 1 (23:32):
Yeah, look, we do not a lot of off-market stuff
because, unless thecircumstances dictate that it
needs to go off-market, we don'ttend to because I can't
guarantee that it's the bestprice if there's no competition.
But there's a couple other guysthat we deal with.
One's a buyers agent on thepeninsula who has done quite a
few land subdivisions anddevelopments.
He's got a lot of insight.
But I haven't done by myself.

(23:53):
When we recently bought ourplace up on Turner Street, we
kept Margaret Street because wewanted to retain as much as
possible and when you thinkabout the stamp duty
implications, you're justtossing it into the bin.
It's like let's just find a wayto make it work.
Um, but we will retain thatplace at market street to do a
development at some stage.
Um, my wife and I, amanda, wehad plans to have you build a

(24:14):
house on that site, which wouldbe just a complete knockdown.
Rebuild, um, mate I, the stuffthat we've seen you do and our
mindsets like it's probablygoing to cost two million bucks,
but to do it properly itdoesn't, mate, it doesn't, but
to do it properly.

Speaker 2 (24:27):
It doesn't mate.
It doesn't cost money to do itproperly.
It costs money to meet people'sexpectations, Right?
Well, there you go.

Speaker 1 (24:33):
And, having never done it, people come to
properties that we have listedand say, oh, I can get the land
and build it for that, yeah, butyou can't.
If you actually went and talkedto you or talked to any of the
builders that are out there andactually got a quote, and then
you thought, how much can I buythis vacant block of land for?
And there's not many vacantblocks getting around,
especially in scarborough, yeah,um, they're kidding themselves.
I don't be disrespectful people, but unless you've actually

(24:55):
done the numbers and you knowthe numbers don't come and tell
me what a place is worth,because if you actually
understood the numbers, you'd go, oh geez.
And then it builds value inwhere we're talking because you
cut out all the issues with thebuilding and if it's nicely
renovated.
So anything that's reallynicely renovated now holds a
premium.

Speaker 2 (25:13):
I think, if you do, and I guess a bit of a
disclaimer, this is all ourpersonal opinions and we're not
telling you to go out and doanything.

Speaker 1 (25:21):
I'm not a financial advisor.

Speaker 2 (25:25):
Yeah, you need to make your own decisions and get
your own advice and stuff.
But I've found like we havesome rental properties that are
just cheap shit.
They're just simply there tocreate passive income and that's
all they're for.
But, like I know, ones thatwe've done ourselves and then we
do like we're definitely not abuilder that people come to to

(25:45):
build flip because we just don'tdo that low quality of work.
But we do get clients that cometo us.
We've done lots of them now.
Where clients want to push,like Kerry, we did another one
in at Northgate for one of ourclients where people want to
push the boundaries.
They want a nice property, theywant to build a great family
home, they want good quality,and then they bring someone like

(26:07):
yourself in that's going tomarket it to the right crowd and
it makes it worthwhile.
You get your money back.

Speaker 1 (26:13):
You do, well, you should.
But again, whatevercircumstances we deal with stuff
that deceased estates ordivorces, that's nobody else's
business except for those people.
But we hear some stories wherean agent will use that.
Oh look, they're divorcing.
If you put an offer in here, Ireckon I can convince them to
take it.
Imagine being the vendor inthat situation and finding out.

(26:35):
I suppose that that's theconversations that are being had
on your behalf.
Yeah, I mean shit when peopleare going through that sort of
stuff.
That's just.
Yeah, you've just got to dothings the right way.
Yeah, 100%, and that's whatI've always liked about you,
mate.
Like you always wear your hearton your sleeve, you put in 100,

(26:56):
like well, 120, but you, yougotta, you gotta if you stop.
And that dancing ceos thing andthanks jay for bringing that up
um, I didn't know that it wasgoing to cost that much
financially to me.
Um, and I wouldn't have changedit for the world.
Um, I would have been a bitsmarter with my time.

Speaker 2 (27:11):
So what do you mean by that?
Because I think this is a goodpoint to explain to people that
have a business.

Speaker 1 (27:16):
Well, if you take it off the ball, like Tom Panos is
a trainer and he sort of bangson about what you do today will
manifest in three months, allright.
So the little extra phone callsthat you make today will create
a relationship that could and,if it should, manifest, if you
do it the right way, in threemonths time.
So, if you're away from yourbusiness at this time and then
in three months time you'veactually got no listing flow and

(27:38):
you're like, well, hang on,what happened?
And it's like, well, that'swhat happened, um, but that I
was identified to do that and Icommitted to raising the money
that I did and I went over thetarget, which was great.
I did it because I wanted toprovide something back to the
community and the Queensland awomen's legal service.
Queensland, obviously, is theplace that provides all of the

(27:59):
free service for women who aregoing through and it's not just
women but it's a women's legalservice.
But they provide service forwomen under that circumstance
and there's a lot of DV outthere these days.
So, yeah, it's if you can beout there and do like that sort
of stuff in your business, butif you are going to take time
away from your core business.
Know that it's going to costyou somewhere down the line.

(28:21):
Yeah.

Speaker 2 (28:23):
It's interesting hearing you talk about that,
because I see a lot of buildersdo the same thing Well, similar
and tradies.
So they win a bunch of work andthen the work becomes a focus,
and then they stop focusing onthe leads, they get stuck in the
work and then halfway throughthe work they're like holy shit,
we're going to need some workwhen this is finished, and by
that time it's too late to getthe work in and you end up with

(28:45):
a slow period.

Speaker 1 (28:45):
Well, that's working in your business or on your
business, yeah, and I think theone thing that you talk about
with builders is that if you'rereally great on the tools nine
times out of 10, you ain't agood business owner, and we know
some people historically-.
It'd be the same in real estate, though, wouldn't?

Speaker 2 (29:00):
it.
Yeah, yeah, but you'd get greatsalesmen that aren't good at
running the business.

Speaker 1 (29:03):
Oh, correct, and if I not to say I've had my time
over.
But being a real estateprincipal and a selling
principal, I've got my ownclients to deal with.
But I'm also there to mentorand get my team to a position
where they're doing more anddoing better.
Sometimes life would be easierif I was just a listing and
selling agent when you've gotthree kids and you've got my

(29:25):
wife's got a gym.
So there's a lot of stuff goingon.
But we and it's mate it's notroses all the time, but we just
get up every day and we do giveit our best, like you do in your
business.
And if you can go to bed atnight knowing I gave it a red
hot crack today, so what drivesyou?
I don't know what's your why?

(29:47):
I think my wife said do youremember why you got into real
estate?
And at the time I said it's notfor the money.
But she said you did it becauseyou had to pay Nudgee College
school fees.
Right Now I've got three boysand the discount that you get
for having three boys there, itwouldn't really amount to very
much, right?
But I had the privilege ofgoing to N nudgy college and my
dad instilled an amazing workethic in me, and either you got

(30:10):
it or you haven't, I don't knowyou, can you?
I don't know, with your guyscan you teach work ethic?

Speaker 2 (30:14):
I don't think so yeah , I don't know.

Speaker 1 (30:17):
Give me give me enthusiasm and someone who's
going to listen and I'll takehim a hundred times over.
Somebody who comes in with egoum, but my dad is still really
good work ethic and I originallygot into real estate because
I'm like, well, if I'm any goodat it, I should earn good coin,
and that means that my familywill be provided for and my kids
can go to Nudgee College.
So that's at the core of it.

(30:39):
That's probably why I did it.
But it's morphed onto somethingcompletely separate now and I
know when we sell a property weget the best result that we
believe from the market, but wealso do it with less friction
and people come out the otherend going, wow, that was
actually a really goodexperience.
Which means next time they goto list or sell, we should buy
rights.
If it's on the peninsula, weshould get that business.
Yeah, Unless somebody'sdiscounting and that sort of

(31:01):
stuff we don't like to just likeyou.
If somebody goes, I'm eithergoing to go with you or them.
Whoever gets the quote in atthis price, you probably just
walk out the door.

Speaker 2 (31:08):
Well, we don't.
We've got ourselves into theway we market things.
We work for the client.
We don't get involved intenders.

Speaker 1 (31:15):
So that's, and I suppose my business has been
built to become an attractionagency.
People call me, so I again,from a prospecting perspective,
you won't see, you won't find mein the office making a hundred
calls before 12 o'clock.
I'll take three or four andthey'll be business.
Yeah, whereas other businessesare geared that they just hammer
people and go oh, you want tosell, do you want to sell, do
you want to sell?

(31:36):
And on average, is that goingto connect with some people and
go, what are the odds?
You called me today Like goingto get the right answer A
hundred percent, a hundredpercent.
But there is obviouslyprospecting and that sort of
stuff that happens.
But that's not the way that mybusiness was.
And Diane Clark is my businesspartner at Newport, so her and
her husband bought into thatoperation with me.
She has the same energy andpassion for real estate, diane,

(32:01):
she's a really good human.
But equally, sometimes shedrops her head and I see that
when she gets too involved witha certain situation and she
hasn't got that equilibrium.
Yeah, and I say to her whatevermeeting you're going into next,
if you drag that with you, thatis going to be how the sense of
that meeting is going to go.
You're not going to get thatbusiness.

Speaker 2 (32:21):
So who taught you?

Speaker 1 (32:21):
this.
Who taught you all this stuff?
I did, I did A couple of yearsago.
There were situations that werehappening and I was getting
emotionally involved in atransaction where I had no right
to be emotionally involved.
So I learned how to just take astep back and sometimes leave
it for 24 hours and everyonejust go sleep on it.
Let's come back tomorrow,revisit and see if we can find a
pathway forward.
So now I just take time,because if you make a decision,

(32:45):
rash decision, in the moment,inevitably it's probably not
going to work out for the best.
You've got to slow down to goforward.
Eh, you do, you do, but man,there's enough going on.
I mean, I've built enoughmomentum in my two offices.
I'm not scratching around formoney and that's why I can walk
away from a deal if I'm notfeeling it, and not every vendor
.

Speaker 2 (33:01):
There's a lot of parents saying no.
Eh, there's a lot of parentssaying no and walking away from
deals.
That is correct.
A lot of well, it's not justbuilders and traders, but a lot
of businesses get themselvesinto situations because they're
not knowing the numbers, they'renot making money and they feel
like they've got to say yes toevery person that walks through
the door, correct?

Speaker 1 (33:16):
And then you know what and that gets in your head
and that's not a way to live.

Speaker 2 (33:21):
Yeah, and it's funny, people think real estate you're
a salesman, but in realityevery business is a salesman.
You have to be able to sell100%.

Speaker 1 (33:30):
Someone's got to buy, why are they going to give you
money, whatever?

Speaker 2 (33:34):
service.
Whatever job you're doing, youare a salesman.

Speaker 1 (33:37):
And how, your attitude, that you take into
those interactions with people,the amount of youngsters and
when I say youngsters, let'scall them in their 20s these
days, because I'm 46 now, christthe youngsters who want that
and they're so bold, they wantall the money but they don't
want to do any work for it andthey don't understand.

Speaker 2 (33:56):
Oh mate, we could go on for hours about this.

Speaker 1 (33:58):
If we could fix that, like I think there's going to
be there's a lot of entitlement100%.
But from what?
Because people can haveeverything now after pay and all
this other crap.
Where I don't have to, I canjust pay that off later and and,
and then they don't pay it off.
It's like yeah, yeah.
So I reckon there's going to bea vacuum of talent.
I don't know the next 10 yearswhere people like us are going
to be held on to, because, like,if, if, these youngsters are

(34:20):
going to end up being directorsand owners of businesses, oh
mate well, it's justeverything's caught up.

Speaker 2 (34:26):
It Like everyone.
Everything is just so fastpaced now and then, like social
media has obviously got a lot todo with it, but everybody wants
everything now, correct.

Speaker 1 (34:35):
Like I'm sure, when you there's no patience.

Speaker 2 (34:36):
You are no different to me.
Coming through the ranks Likeyou had to work your way up, you
didn't just finish time orstart a business and all of a
sudden earn lots of money.
And all of a sudden earn lotsof money.
Everyone these days wants toget some sort of qualification,
finish their apprenticeship,whatever it is, and then be paid
the same as the lead carpenteror the business owner or whoever
.

Speaker 1 (34:55):
And then cracks the shits when they don't get the
opportunity to earn that sort ofcoin.

Speaker 2 (35:00):
My big thing now is value and I tell people I'll pay
you whatever you want if youadd three times that value to my
business.
That's a good metric Becausepeople don't realize if I pay
you a certain amount, mybusiness has to make three times
that money to be able to affordto pay you.

Speaker 1 (35:15):
That it's a commercial reality.
But that's having a seriousdiscussion.
Let's sit down and work thenumbers out.
I had a meeting today withJonathan about his commission
structure.
It's about value.
What value are you deliveringto my business?
And that's the conversationthat I've had in various with
various other people in mybusiness, um, and either you
deliver the value or we have tosit back down at the table and a

(35:37):
performance management and thatsort of stuff is always
challenging.
It's having those hardconversations and of of, I
haven't been the best at that,um, but as a business owner in
real estate and as sellingprincipal, it's like how many
hours are there in the day?

Speaker 2 (35:49):
So having a franchise like Bell something that's
always interested me.
Do they offer training andmentoring, or is there some sort
of guidelines that gives yousome idea what to do?

Speaker 1 (36:02):
There was a book, there was a binder, when I first
opened my office.
I never opened it up.
So when I started the office Ihad three business partners
Chris King, who's a very goodfriend of mine I've been in
business with him previously andthen two of the developers from
Traders in Purple Now, thereason that they were part of
the business and they weren'tdirectors.
They were and I'll share thisstuff because it's relevant

(36:24):
about how somebody can open up areal estate business with Bell
without having ever sold aproperty before.
They came, not at financialbacking, we were equity partners
, but they provided the abilityof a source of leads because
they were selling apartments offthe plan.
So they have these peoplecoming from the peninsula.
And then it was a case of wellClinton's here and he'd love to
look after you.

(36:44):
It wasn't a case of we'rebusiness partners, it was like
he's an agent, have a chat withhim.
I'd go on a list of property,appraise it, list it, sell it,
do a great job and then feed offthat, because if you've got a
sign board up, you shouldprobably get two or three
listings if you're contactingpeople in that area.
If you do a good job, if you doa shit job, people are going to
go oh man, that was a shit joblisting with you.
So that's where it'sself-perpetuated.

(37:07):
Um.
So the bell brand.
I love the brand and people sayto me now, oh, why are you
still with bell or any franchiseor what do you just do your own
the vertel property?
I'm like, it's not about that.
The egomaniacs are the onesthat end up with their name on
the door because they make itall about them.
They do.
It's not about me, it's not.
It's about my staff gettingbetter and it's about not me

(37:28):
earning all the money.
It's about helping johnnybecome a great agent so he can
have the financial freedom thatI do, and that's that's what I
want for my guys.
So, um, the bell brand and Idon't know, maybe because I'm a
go-getter, I was able toactually get it started without
really any help, without readingthe binder, no, without reading
the binder shit.
There's a lot more involved thanjust the binder, but I did a

(37:49):
good job and then was able tomanufacture more business off
the back of that.
So, um and I talked to somebodyabout it recently had there
been somebody who would sat withme for maybe the first three
months an established mentorwhere would I be now?
And I'm happy with where we are.
Yeah, but we could have had afaster start and set up better
systems from scratch so wouldyou know what you know now?

Speaker 2 (38:10):
well, I used to think that about my business as well.
And then I think, well, Iwouldn't appreciate what I've
got now I wouldn't make mistakes, yeah, I wouldn't.
Um, I wouldn't lean intocertain things that I do now,
like all those things like youhave to sometimes you just have
to go to the school of hardknocks to become the best person
.

Speaker 1 (38:26):
Mate, I remember we, for the first three months I
think it was eight grand a monththat we'd put all this money
into a kitty and we had fit outcosts for the office and stuff,
and I think it was for the firstthree months.
It was eight grand a month forme just to get some traction.
Yeah, three months from scratch, that's not a long time to
start having cashflow coming in.
I remember it was, mate.
There was no money coming in.

(38:47):
There was stuff happening indeals, but they weren't
unconditional proceeding tosettlement and my wife's going
how are we going to pay for this?
She's going, how are we goingto do this?
And I sort of.
There were nights not that Ididn't sleep, but there were
nights where I was like holyshit, have I done the right
thing?
Because previously I was incorporate and I was a partner in

(39:07):
the businesses that I wasworking in with good mates of
mine, chris and Adam um, who arevery successful entrepreneurs.
I've sort of see myself as alittle bit like that now, but I
don't really see myself as thatum, but, mate, it was pretty
hairy there for a bit.
Uh, I don't think my wife eversaid you need to quit and go
back and crawl back to the guys.
But that might have been aconversation we had after a
couple of wines.
But what kept you going?

(39:28):
What?
What I built at that stage, Ihad a taste for it and I was
like, if I can just keepbuilding this momentum and and I
don't know what, not the casethat it wasn't paying bills and
stuff.
But, mate, I had mortgagepayments and I'm like where the
hell is that mortgage paymentgoing to come from?
Yeah, but I just pushed throughand mandy, my wife, she
supported me through all that,um, but it's.

Speaker 2 (39:46):
Because that's an easy.
Being in that place is veryeasy to just go the other
direction, correct?

Speaker 1 (39:53):
And I don't think I was built that way, but again,
it's maybe because of the agethat I am and the Gen X
generation that I am.
But these younger guys and Idon't want to push you all under
the bus, but you either got itor you don't.
I think you can't train genuineenthusiasm If somebody thinks
they're entitled and they shouldbe earning more and they come
to the office with that attitudeand you can see it on their

(40:15):
face.
You have a very short span inmy business because I can't have
negative energy.
That means no, I just walk outLike I don't have a desk at my
offices and if there's anythingfunky going on in the office, if
I can't help in that moment.

Speaker 2 (40:32):
I literally stand up and I'll walk out yeah, because
I can't be around that.

Speaker 1 (40:34):
Yeah, yeah, it's important to know your
boundaries and what you'llaccept correct.
But again, as a as an owner ofthe business, if there's stuff
that needs to be addressed, it'saddressed, but again, that's
the back to the hardconversations and you don't ever
want to have them, but thesooner that you have them the
better, for suppose, yeah, I'malways intrigued to know what
pushes people through thosetough times, because the reality
is, everyone has them.

Speaker 2 (40:54):
It doesn't matter at what level you are, whether
you're worth $100 or $1 billion.
Yes, everybody has challengingtimes.

Speaker 1 (41:01):
So when I did this move, there was a couple of
people in my network who andthis is 2018, mind you so before
covid, um, and the market wasaverage 90 days on market, 110
days on market was the averagetime it took to sell a house.
So it wasn't gangbuster times,um.
But there were a couple peoplewho said, oh, mate, it ain't
gonna work out, the timing's notright for you, and I'm like
well, who said that's not rightfor me, like that's a decision

(41:24):
for me, um.
But so in that moment, whenyou're thinking shit, should I
be doing this?
That's a thing that's ringingin my ear going.
The people who I know actuallysaid it ain't going to work out
for you.
It's like, okay, let's justpush through, keep delivering
value.

Speaker 2 (41:40):
Yeah, you have to.

Speaker 1 (41:41):
You have to, but you have to genuinely be knowing
that you deliver value, becausethe ones that don't are the ones
that discount, because that'sall they got so they're at the
timing table and they say if Idid it for 1.5, god forbid, as a
commission, would you signtoday?
And some people like, yeah,I'll do it oh, imagine, mate.

Speaker 2 (41:58):
Like I said, I don't think.
I think, knowing what I knownow, every single line of
business deals with the sameshit.
That's great, and I'm surethere is a shitload of real
estate agents out there thathave no idea what it's taking
them to run and market theirbusiness.
And they do.
They play around with theirpercentages and take every job
that comes through the door.

Speaker 1 (42:17):
If you own the office that you're in and you own the
house that you're in, and youmight be 50 years old, you can
go and do that.
But are you enthusiastic aboutgetting the best outcome for
that client?
I don't think so.
Are you investing in thetechnology and at the forefront
and energetic and do like?
We started doing videos, Isuppose in around the covid time
, because you had to show thepeople something if they
couldn't actually physicallyinspect.
So we started doing it.

(42:38):
No one else was doing it, andnow everyone's doing it.
Yeah, but that's just.
That's just the way that it is.
People have to go oh shit,people are talking about their
videos.
And now and then we had a um, acouple of photographers that we
were using for in our newportbusiness, and one of them
started doing work for anothervery prominent agent and then
the video started to look thesame.
So we had to go come on, there'sgot to be some sort of
differentiation.
And then we moved away from himto another one, because you

(43:01):
just, it's like anything, likeyou've got a brand and you've
got quality that's associatedwith your brand.
We, we have a Bell brand andbecause it's not about me, it's
about the brand, which is why Ihaven't said see you later to
Bell, because, fair's fair, thebrand helped us get some
credibility when we opened up anoffice on the peninsula and it
holds value.
But we've also aligned withthat value of fewer, better

(43:22):
people and it's all worked out.
So, peter Hanscom, our CEO hetook a punt on me to start with,
irrespective of lead backing,but he took a punt, yeah, and
it's worked out for the best.
He could have gone pear-shapedand he would have looked like a
dickhead, but he's a good bloke.

Speaker 2 (43:39):
Why do you think real estate agents have a bad name?

Speaker 1 (43:41):
Because the bad eggs are the ones that people aren't
going into dinner table, Unlesssomebody says, oh, I'm selling
my property, who should I gowith in Scarborough?
And they've had a goodexperience?
They'll say but they'll go oh,this agent did this or this or
this.
So the bad stories are the onesthat get talked about, which
then?
And mate, there is some badstuff and it is the ego.
There's some actually.
So Josh Kindred is a veryprominent agency owner on the

(44:03):
peninsula.
Josh has got some social mediaads about no ick, included ICK,
which I don't know if that's areply with dick or whatever, but
no ick.
And he's got a photo of somedude who sort of looks like my
legs right now with no socks on,as a part of this campaign,
which sort of says if your agentlooks like this and doesn't
wear socks, maybe you shouldn'tbe listing with him.
I haven't spoken to him aboutit.

(44:25):
I don't get it myself, but Idon't know.
You see the flashy cars and yousee all that sort of stuff,
Some people.
That gives us a bad name, Isuppose.
But, mate, you've got a Monarositting here.
I'm into cars.
I've got too many, but that's apassion of mine and real estate
has provided me with theability to have that sort of

(44:45):
stuff, and if anybody has aproblem with that, then that's
their problem.

Speaker 2 (44:48):
Yeah, that's 100% Like people, everyone like.
If you work hard and you'repassionate and you can get
yourself to where you want to be, then yeah, I'd take my hat off
to anybody in that position.
100%, I think that's an Aussielike.
It's a bit of an Aussie thing.
It's a tall poppy syndrome.

Speaker 1 (45:02):
Yeah, we're bad for it yeah it is, but why it's?
The ones that are complainingall the time are the ones that
they will never do the workrequired and the work takes like
it's.
I'm sort of six years in nowand things started to really
click.
Maybe three years in and nowit's clicked, and again, if I
take my eye off the ball andtake myself out of the business,
it the trajectory goes down.

(45:22):
But I'm comfortable.
The amount of effort that I needto put in to make sure that
stuff continues to go on the up.
So and that means the up meansthat we bolt on.
So in my team I've got mysister who came from a corporate
career in Suncorp.
She was helping us on Saturdaysand we got so busy and then
she's like actually I think Iwant to do this full time.
So she came out of a 20 yearcareer at Suncorp and she's now

(45:43):
an agent, a junior agent, in myteam because she's like, if I
just keep working and doing this, I'm going to be 60 or 65 and
retire and she's like, I don'tknow if I want to do that.
So, we've given her anopportunity to become a listing
and selling agent and thefreedom financially I suppose
that comes with that.
The freedom financially comesat a cost part because I work

(46:03):
six days a week and if I doSunday inspections it's at a
rarity because I might getdivorced if I if I said that we
were doing regular sundayinspections because you need to
spend time with the family.
Oh, that's what it's all for.
But I miss my saturdays, like,well, I love saturdays,
saturday's game day for me.
So people go, oh, you'resaturday.
I'm like I love it because Iget to meet this amount of
people and I love theinteraction.
But when I first started it wastough because I had young kids.

(46:26):
I still have young kids.
But, dad, where are you going?
It's like I'm going to work.
You go, what do you mean?
It's the weekend.

Speaker 2 (46:31):
Yeah, it's the sacrifice that you make, but
it's one of those things whereyou can't have both, can you?

Speaker 1 (46:37):
No, if you want to reach your goals, you want to be
successful you want to have ayour family like you have to
make some sacrifices.
You do, you do, and we'reactually going to queenstown,
the first overseas holiday we'veever booked.
Yeah, we're going in in augustover to queenstown.
So, um, the family and the kidsthat are over the moon, bloody

(46:58):
brilliant over there.
Yeah, well, there was supposedto go to two bell property
principles conferences inqueenstown, but covid, it was
during, I mean something, 2020and 2021, and they were
cancelled, obviously because ofCOVID, because we couldn't
travel.
So I was very disappointed.
And then the next year we wentto Vietnam.
Of all places, vietnam's agreat country, but the
comparison of 36 degrees and100% humidity versus Queenstown,

(47:21):
I'd rather go to Queenstown.

Speaker 2 (47:23):
Queenstown's unreal.
It's one of the very few placesthat I've been to where I've
said shit, I'd have a holidayhome here.
It's bloody awesome, gotta getone then.
Yeah, yeah, no, it's on thecards the um, but look, I'm
really.
Um, I appreciate you sharingyour story, mate, and giving us
a bit of the insides of a realestate business and and what
goes on and, um, what's a fewthings that if people are

(47:44):
looking to buy a property, theyshould be looking for in an
agent.

Speaker 1 (47:47):
Look, I suppose trust and that's born out of maybe
somebody that you know.
Ask people that you know whohave sold, who you sell with and
if it's not me, whatever.
I want people to have a goodexperience when they sell their
property and equally, when theybuy their property.
The way that we deal withpeople regarding negotiations is
correct.
We hear people going oh I putan offer in and I haven't heard

(48:07):
from the agent for a week.
Like what?
That's disgraceful, becausesometimes they're trying to
leverage that against someoneelse that they've been dealing
with for a while, like not ingood faith.
So if you operate in good faithbut in terms of like buying or
selling property, you just needto trust that you're being dealt
with in an ethical mannerbecause there is a low barrier
to entry, like how long does ittake to do a building
apprenticeship or carpentryapprenticeship?

Speaker 2 (48:28):
Well, it's supposed to be four years.
Well, for a carpentryapprenticeship or any trades
apprenticeship, it's four years.

Speaker 1 (48:33):
Four years, okay, so you can have a real estate
license in about a week.
Yeah right.
So, you do a course online andthen you go to the Office of
Fair Trading and you pass yourcourse, obviously, and they'll
give you a sales certificate Tosell anything you can practice
real estate.
Yeah, right, Right.
So there's a very low barrierto entry.

Speaker 2 (48:50):
And that's it.
Like you can do that course andyou can go and sell any
property.
Yep, yep.
And what about?

Speaker 1 (48:57):
ongoing training.
So in the southern marketsthere is a thing called CPD,
which is points that you get toensure that you remain upskilled
.
Queensland hasn't had that.
So I believe that they areputting new systems in place to
ensure that agents stay becausethe legislation changes.
And, as an investment propertyowner, legislation regarding

(49:17):
rentals has been skewing in thefavour of the tenants, like if
you've got a property and youdon't want them to have pets,
you can't deny them that.
Now it's like they can have apet.
So yeah, I think that sometimesthe legislation skews, it goes
both ways, but it seems to bemore in favour of the tenants at
this point, which is danger.
And we've got some landlordsthat have said I'm out Now.

(49:38):
We're happy to sell theirproperties for them, but they go
off our rent roll, and that's apart of our core function is to
have our operational costscovered by the money that comes
in from our rent roll.
But look in terms of propertyin general, if somebody wants to
get into property I love havingconversations and helping
direct people If I know thatsomebody else has got a listing
that's right for them, I'll justsend them there.

(50:00):
I don't want to.
Oh, I need to get a conjunctioncommission.
It's not about that.
It's about helping people findsomething.
But then there's a lot ofopportunities on the peninsula
at the moment, so, um, fromstuff that's just in a knockdown
state, but there's again somereally, really, really good
properties out there, as you'vebeen involved with but it's
worthwhile.

Speaker 2 (50:19):
I've always found planting the seed in there like
it's worth me giving you a phonecall saying, hey, mate, we're
ready to do another development.
This is what we're after.
Keep your eyes out, yep out,yep.
I feel like people shy awayfrom those.

Speaker 1 (50:29):
Well, but you see, because you're a go-getter, A
lot of people are like oh, Rich,who should I call?
Like it's like, just if you'rewondering, just go and have a
look at who sold the sort ofproperty you Look on
realestatecom.

Speaker 2 (50:39):
Yeah, but you might not have something now, but just
knowing that I'm possibly inthe market for something, there
might be something that comes upin 6, 8, 12, 2 years' time and
you're like, oh shit, I'll justring that Duane up.
He was looking that time andhe'll do the deal.

Speaker 1 (50:51):
Yeah, mate, I've been waiting.
Yep, and what I find with realestate is that it has a way of
finding ago.
You can't push it.
You can't pull it, you justneed to act in good faith and it
should deliver you.
And we've had deals that havebeen like fallen apart and and
people have been stressed, butit all tends to come back
together and that wasn't meantto be.

Speaker 2 (51:11):
Yeah, if it falls apart, that that property wasn't
, it wasn't meant to be yeah, Iimagine you, um, I imagine you
would get to deal with somepeople that are trying to live
lives that they just can'tafford to live.

Speaker 1 (51:23):
Yeah, we've had some instances where finance
conditions haven't been met andyeah, at the moment, if you've
got sort of a three-month windowwith a pre-approval from the
bank, because of just theshifting environment, and we've
had some people who have thoughtthat they were right, but then
the bank's just gone, mate, youraffordability is rooted, you
can't afford it.
So they sort of feelembarrassed that they go through

(51:44):
the process of going undercontract.
And I'm so sorry it happenedrecently and the guy was
genuinely he apologised to me.
Mate, I can't believe it hegoes.
I'm embarrassed.
I said well, mate, that's okayyou gave it a crack.

Speaker 2 (51:55):
Shit happens, yeah it .
I think the interest rate risehas caught a lot of people out.
We were only talking about thislast week when we were
recording a podcast with myfinance guy.
Yep, we were talking about likethere was this whole period,
like there's this whole group ofpeople that came into the
market from around 2011, 2012.

Speaker 1 (52:13):
Correct with 2%.

Speaker 2 (52:15):
Well, they didn't see an interest rate rise for seven
, eight years, correct.
And so they don't know whatthey are.
And then, all of a sudden, theystart happening and they're
like, oh shit, my repaymentshave gotten higher.
Oh shit, they've gotten higheragain.

Speaker 1 (52:28):
And like, holy shit, I'm gonna have to stop going out
for dinner three nights a week.
So we've got we've got a fewclients at the moment that we're
talking with that have boughtproperties either through us or
or our people who, uh, have toldus in november we come off
fixed, we got variable and weliterally can't afford those
payments.
So we're advising them certainthings to do to be in a position
where we can sell theirproperty and they're going to

(52:49):
make good money out of it.
But they just can't physicallyhold the property.
So we do see that If I do sella property under those
circumstances nobody's aware ofit.
But some of the dodgy agentswill be like mate they've got to
get out.
They can't afford it.
Yeah, like, let's just offerthem this, and I reckon I can
convince them, which is justagain the wrong way to operate.

Speaker 2 (53:07):
But yeah, there's a, it's a, it's a tricky.
Well, you have to know.
We're just not taught this shitat school, like we're not
taught about money we're nottaught.
Why aren't we?
Well, we should be, we shouldbe yes, that's why the world
operates the way it does, mate,because most people just go
their day to day head likefollowing the sheep.

Speaker 1 (53:24):
So my, before I had my own business and real estate,
I was pretty flippant withspending money, like I'm more
like my mum than my dad.
My dad was the one that wedon't need a pool, we're not
getting a dog, we're not goingon overseas holiday, because he
just worked his ass.
Now he's got all this money,but his health's rooted, yeah.
So that for me, makes me sadthat my dad doesn't have the.
He's not able-bodied enough togo travelling or doing that sort

(53:46):
of stuff and enjoying what he'sworked for Correct.
So it's like, oh, you could getall the money.
It's like that's not what it'sabout.
So now we bought a boat recentlyand we bought it with Kurt and
Diane, so my guys atNewport-on-the-Lake, so it lives
there.
I'm like, mate, I could dietomorrow and I've had a red-hot

(54:07):
crack and I'd be very happy.
But if I waited to have allthis money and then I end up
like my dad and then I can't doanything, it's I don't know.
You've got to be able to havethe consistency to do what you
want to do and provide, butdon't live it in the bank and
don't be frightened that, oh,should I go and do this?
Should I go buy this car?

Speaker 2 (54:24):
Live within your means, correct Mate.
I'm the same as you.
I'm only living this life once.
I'm here to.
One of my things that I'mreally passionate about now is
for me, it's all aboutexperiences.
Everything I do is for anexperience.
It's to give my kidsexperiences.
Camille and I have experiencesGive our clients experiences.

Speaker 1 (54:44):
You can't ever take them away.
You can't ever take theexperience away.
The memory lives with youforever.

Speaker 2 (54:49):
Yeah, and I definitely don't want to get to
an age where I can't physicallydo things or fuck.
Something happens and who knows, I'm not here anymore.
But if I want to do shit, Iwant to do it.
I live like Bill Business.
We did a conference earlier thisyear down the Gold Coast and
people were asking me why areyou so driven?

(55:09):
How can you keep going everyday?
And I've said I'm no differentto every single one of you.
Some days are a fucking battle.
I've got to keep pushingthrough.
But I was telling them some ofmy goals and people were like,
holy fuck, that is just insane.
And what's one of your goals?
So one of my goals, mate, is I.
I want to uh whether I Iwouldn't do it with just camille
and the girls, because I.

(55:30):
It's such an experience thatI'd love to do it with people
that have done well and andsurround like just.
But I want to hire a charteryacht, like so the one that I
and I've got this on my.
In my visions I look at itregularly.
But, um, mate, I want to hire ayacht.
It's, it's 1.2 million dollarsfor 10 days, jesus, and it, uh,
it's, it takes like it takes 36passengers and it goes all

(55:52):
through antarctica, mate, it'sgot a helicopter on board, it's
got submarines and basically for10 days you will go to places
in the world that most peoplenever have the opportunity never
go there, go there.

Speaker 1 (56:02):
So what is it?
36 divided by 1.2 million bucks.

Speaker 2 (56:05):
Yeah, so it worked out to.
I think if you filled the boatup it works out to like 70, I
worked it out it was like$68,000 a person or something.

Speaker 1 (56:14):
That's an attainable goal, as long as you can bring
the rest of the people with you.

Speaker 2 (56:17):
Yeah, but this is the thing.
Everyone heard me saying thisand fuck $1.2 million for 10
days and then I broke it downfor them.
Like that's this many people?

Speaker 1 (56:25):
That works out to this much for a person.
That's a bucket list experience.

Speaker 2 (56:27):
And when you work that down, so whatever it is,
say it's $60,000, $70,000,Camille and I and the girls,
whatever might be, $200,000,$800,000, $300,000.
That is something that you'llremember for the rest of your
life, Correct?
And so for me, these days, it'snot about like I used to always
think or I used to just alwaystell myself I can't afford that,
I can't do that, Whereas now,when I want something.

(56:50):
It's all about how do I makethat happen?
What do I need to do in my life, in my business, to earn that
amount of money to do that?
And the other thing that I donow, which has helped me work a
lot, is now that when you setgoals like that, work backwards.
So, like, set a target, allright, we want to do that in 10
years' time, so in 10 years'time we need to have this much

(57:11):
money.
What do we need to do for thenext 10 years to have that?

Speaker 1 (57:16):
Did you always set goals?
Because, obviously, based onyour experience of almost going
bust, you wouldn't have beensetting goals.
You would have been settinggoals.
You would have been the guysjust going through the whole
like there's no, there's no goalsetting there.
Yeah, mate, I wasn't well.
So what changed in your mind todo?
To to start setting goals andsay I'm gonna do this better,
like, did you have a mentor thathelped get you on track?
No, jesus, yeah.
No, it was all well, mate.

(57:36):
When you did, you just slip andbump your head, or something.

Speaker 2 (57:39):
No well, when, when you I think it was similar to
you like we like, my turningpoint was 2012, um, and so at
the time, uh, lottie would havebeen two years old and I think
camille was pregnant with violet.
Wow and um, yeah, I was justlike where we like we could
actually lose everything, likeall everything that I've done

(58:02):
could all be gone I gone I startwork for someone else and then
like I don't want my girls, likeI don't I need to support my
family, like I've, I've got todo shit and they um and look
that yeah, we've talked aboutlike we go through the gross
ownership, taking responsibility, all those types of things.
But, like I had goals, they'rejust the wrong ones.
Like I had a goal to have the ftruck and have the 30 foot boat

(58:25):
and like all those things andso, but then I'd I'd put myself
in a lot of debt to have thatand then realize once I got it,
like yes, it's fun, we fuckingcarry on with our mates and our
family, but, fuck, I'm stressingmy brain trying to pay for this
shit.
Yes, like well, that's whathappens.
It's um, you've just yeah, I'vedefinitely changed my tune.
Like you, you don't liveoutside your means.

Speaker 1 (58:46):
You, um, and forecasting has been massive,
right, I'm sure you do yeah,forecasting and yep next year,
like we did, um our the numbersin our business, um, our newport
business did better thanexpectation and the reclive
business.
We'd revised our forecast andwe did just over where the
revised figure was, but the netfigure between the two offices
was over our target.

(59:07):
And I had a sales meeting everyThursday.
We had a sales meeting thismorning and I was like shit, I
hadn't actually looked at thenumbers because I'm not to say
that I was scared of looking atthem, but we did it and for the
rest of the team that was a metarget.
Everybody knows what they do asa part of the mix.
Yeah, but I was, yeah, I washappy with where we are.
But again, my whole motto withour business, again like Bell

(59:29):
Property, is fuel, better peopleand I know that for some of the
other businesses that areoperating on the peninsula carry
a lot more staff and obviouslythat carries cost.
Yeah, but the amount ofheadaches, the staff, cost yeah,
the amount of headaches withstaff?
yeah, it is, it is, it is hard.
More people, more personalities.

Speaker 2 (59:46):
It's not easy.
Yeah, we had a moment todaywhich I haven't had for a long
time.
I just, um, like the boys weregetting ready for smoker when I
left, so, and then my supervisorgot there an hour and 15
minutes later and was on thephone to me.
He's like, oh, I've just rockedup, the boys haven't smoked.
I'm like what the fuck?

Speaker 1 (01:00:00):
like they sat down for smoker before I left over
there and I still haven't smoked, and I still haven't smoked.
I'm like fucking hell.

Speaker 2 (01:00:05):
So I put a message on our channel and had a rant and
a rave and hopefully got themall back into gear.
But and then I, then you, godown this path of thinking like
fuck me, like that's just today,are they doing that every
single day?
Like, is that why that job'sbehind schedule?
Like staff are hard work?
But you can't no, yeah, youdefinitely can't expect everyone
to just work their absolute assoff all day, every day.

Speaker 1 (01:00:26):
Well, that's what.
Well, I know, in my businessI'm doing shit at 10 o'clock at
night setting out stuff.
Yeah, because it's what I doyeah.

Speaker 2 (01:00:33):
Well, you do, it's got to be done.
You do yeah, absolutely.
I've got a question for youbecause in your game you rely
heavily on well, most peoplewould think that you rely
heavily on what's going on inthe economy, in the market, what
people are thinking?
Yes, and it's the same in mygame, building industry, like
most builders think, like theyhear in the media the things are

(01:00:56):
slowing down, interest ratesare rising, they put their shell
back on and the world's goingto end and we're going to run
out of work.
Yes, how do you deal with that?

Speaker 1 (01:01:04):
So that's you talking about macro or micro?
Like I look at the macros Likeif somebody could seriously say
to me let's look at the last 10years.
Show me where we've had aserious blip in terms of
property prices.
Show me, did you hit the 10years before that?
You hit 10 years before that?
You're 10 years before that.
Like Great Depression.
What was that in the 20s?
Yeah, like that's.
Is that going to happen again?
I think I don't know.

(01:01:24):
There's so much money in theeconomy.
There's so much money out there.
I don't know.

Speaker 2 (01:01:28):
But even if it slowed down, it still comes back to
your reputation and what you'vebuilt.
That is correct.

Speaker 1 (01:01:37):
And people are always going to have renovating
properties.
People are going to be buyingproperties that they need to
spend money on.
So there's, there's alwaysgoing to be, people spending
money.
Yeah, there's a lot of moneyout there, right so, and but I
get, I get the people who docome in and say I'm waiting for
the property prices to drop.
This can't go on forever.
And I say, well, I don't thinklike the sustainable growth,
like that 40 that you saw therein that height of covid in

(01:01:57):
newport and scarborough, wasdriven a lot by Melbourne,
sydney and, to a lesser extent,canberra buyers who came up for
a lifestyle change to get out,especially out of Melbourne,
like they were the most lockeddown city in the entire world,
like to have that mantle ispretty shit.
Yeah, that was terrible.
So we had the amount of peoplethat we had coming up from
Melbourne who would come up,sell a property down there for

(01:02:18):
$3 million.
They'd come up and they'd buysomething for one, two, one,
three and make a decision likethat, like if you're moving from
klontarf and you've done welland you sell for 700 grand and
then you come to scarborough ornewport to buy something 1.3,
like nah, mate, you know what,who you're gonna be paying that
number.
I'm like, well, we're actuallyunder contract.
Yeah, there's somebody frommelbourne.
They go oh, those bastards.
And that was was the mentality,because the lens of value is

(01:02:42):
different for those guys, whichis what has driven a lot of that
growth.
And obviously, when you look atthose graphs and how it drops,
it's because the Reserve Bankdid what they were supposed to
do but they acted late, which iswhy we had all those interest
rate rises at that period andit's had that effect.
Where we didn't see price drop,we saw the percentages of
growth slow, but we've stillbeen tracking like in 12% in the

(01:03:04):
last 12 months in Scarborough.
I mean 12% growth that's acracking number.
And it's not going to go downfrom there.
I can't see so those macroeffects in terms of real estate.
It's the long game.
If somebody wants to buysomething today and spend a
couple hundred grand on aRenault and then expect to make
a mozza off it, that's risky andunless you nail it and you're
doing the reno, how much can youget for 200 grand these days?

Speaker 2 (01:03:26):
well, it depends what you want.

Speaker 1 (01:03:27):
Like I said, it's all about expectations but I don't
think, I don't think you couldmake a mozza by just spending
200 grand.
You need to spend more thanthat to actually get that.
So that's where that risk is,and if anybody says to me that
that's what their plan is, I'mgoing.
I can't see that.
If you're talking about maybe afive or six year plan, I can
see that that's less risk.
And a 10 year plan, youliterally you can't go wrong.

Speaker 2 (01:03:47):
But at the end of the day, it doesn't matter what
industry and what business youhave.
If you run your own race.
You're confident in what you do.
You run a good business, youlook after people.
You do the right thing.
Sounds easy sounds easy like itit is, isn't it?
It actually is easy.
It is easy.

Speaker 1 (01:04:02):
People talk themselves out of it because of
all their old school shitstories that they've been
brought up with, that theworld's gonna end and interest
rates gonna slow everything downand um but they, they're the um
oh, I don't know what I'mtrying to say, but they're the
people they're never gonna own abusiness.
If they're always makingexcuses about why not yeah,
they're not the guy getters likeyou guys, like then they're

(01:04:23):
always going to be the peoplethat are going to be an employee
and then whinging about whythey don't have the stuff.
Yeah, and the stuff, materialthings are great, but that's not
what it's about.
I mean, experience is that'swhy we're going to queenstown.
We want to spend time with ourkids and away from real estate,
because, mate, I'm responding toinquiries at 10 o'clock at
night, at 5 o'clock in themorning, like it's that and we
get it.

Speaker 2 (01:04:43):
I hope you're setting them to go in business hours.

Speaker 1 (01:04:45):
No no, no, mate, come on.
This is not text messages, thisis emails?

Speaker 2 (01:04:49):
Yeah, but emails too, mate.
You've got to schedule them togo in business hours.

Speaker 1 (01:04:53):
I don't know how to do that on my phone, but the
amount of responses that we getpeople go.
Thank you for the timelyresponse Because if you did a
test on any property could beanywhere in Australia on an
inquiry.
I reckon 50% of the agentsdon't even respond.

Speaker 2 (01:05:07):
Yeah, camille and I are trying to buy another
investment at the moment in oursuper fund and we're looking at
rural areas because they'relong-term, yep, we just want
them for passive income, yep.
But, mate, I've sent so manyinquiries.

Speaker 1 (01:05:22):
No response income.

Speaker 2 (01:05:22):
But, um, mate, I've sent so many inquiries, no
response.
Mate, there's this one, it's anabsolute cracker and, um, you
have to drive out there, yeah.
But mate, it's like, honestly,this guy took over two weeks to
come back to me.
I had to follow him up threetimes and, uh, when he finally
got back to me, he's like, oh,mate, look, it's um, there's no
one interested.
Like, just when you're ready,come out and have a look at it.
And I'm like, mate, you're notdoing a real good job at selling

(01:05:46):
it there.
But, yeah, you definitely gotto respond during business hours
, mate, look again.
Appreciate you coming on today.
Have you got anything else youwant to tell the listeners
before we get out of?

Speaker 1 (01:05:58):
here.
No, look, I just think that alot of these stories.
If you want to make a change,it's great to listen to this
stuff.
But your Live, life Build,that's a business right.
And you're doing the mentoringand you're like Well, it's not
just me anymore, mate.

Speaker 2 (01:06:12):
We've got seven mentors in that business now.
We cover leadership, mindset,mental health and well-being,
breathwork and exercise, systemsand processes, finances and
data and all your contracts sowhat does it cost for someone?

Speaker 1 (01:06:24):
if I was a builder and I wanted to actually do that
, what does it cost?
Are you able to share that?

Speaker 2 (01:06:27):
oh, mate, look it's, it's super affordable, like our
um, our elevate program.
And then look at changes allthe time.
At the moment actually, it'llbe changed by the time this
podcast comes out but, um, atthe moment it's 14, 50 a month
plus gst yep, super affordable.
There's options on top of thatfor the reason we keep it so
affordable.
So we're like half the price ofmost of our competition because

(01:06:48):
we are on a mission we wantmore builders to get access to
quality stuff, so you make itaffordable.
But what we do on top of that?
If they want more personalizedand one-on-one information, they
can add on and they can doone-on-one calls at an
additional cost.

Speaker 1 (01:07:01):
You've got to be paid for your time.

Speaker 2 (01:07:04):
Yeah, but, mate, I love it.
I absolutely love helpingpeople getting the messages like
the one from Lewis.

Speaker 1 (01:07:11):
And.

Speaker 2 (01:07:11):
Lewis isn't even in our community yet.
He's just changed his life.
From information on thispodcast.

Speaker 1 (01:07:16):
Yeah, well, I mean, that's my point is that you've
got another client, I suppose,with him and you can help you
change people's trajectory oftheir lives.
You have the power of doingthat if they commit.

Speaker 2 (01:07:26):
Mate, it's insane.
The biggest thing, again, youand I can go on for hours, but I
find the biggest thing that alot of people let themselves
down on, the two things that canabsolutely change your life, is
commitment and consistency.
Correct, Some people, and I'vedone it as well, but, like so
many people, are looking for thesecret recipe.

(01:07:47):
There is none or the secretsauce, and the reality is there
is none.
Like you have to commit, you'vegot to put in the time, you've
got to put in the effort and,number one, you've got to be
consistent.
Yeah, and I think the otherthing that really and it ties in
with some of the stuff we'vetalked about today, like
especially back to the youngerpeople that want everything now
and want to earn big dollarsstraight away and you touched on

(01:08:08):
it before, like what was one ofmy turning points and stuff,
something that I was never goodat and I didn't understand but
has made a huge difference to mylife in the last 10 years is it
actually doesn't matter whatyou earn.
Like wealth is made on how youspend money.
Yes, not what you earn.
Yeah, and if people realizethat, like so people I know
people that have earned ahundred thousand dollars their

(01:08:29):
entire life, for 30, 40 years,and they're worth millions yep,
because they've spent itcorrectly, they've invested it
and created passive income outof it, yeah.
But so many people get thepaycheck, spend the paycheck,
yep, and then wonder yeah, well,there's none left what's going
on?
Where's the next one comingfrom?
Like, whereas, if they took abit of their paycheck, invested

(01:08:50):
it in themselves.
Yes, personal growth, personaldevelopment, personal growth
coaches mentors equally.

Speaker 1 (01:08:56):
There's a lot of charlatans.

Speaker 2 (01:08:57):
There's a lot of people out there that all they
want is the coin and don'tactually deliver any value oh,
mate, I had a call today from abuilder that has been working
with his coach and is just sodisappointed that he didn't come
with us first.
Because this other guy is justreally.
He sold him on the marketing,it was just all marketing.

Speaker 1 (01:09:14):
It's the same as agents selling on themselves in
that living room and then don'tback it up with any tangible
differences.

Speaker 2 (01:09:20):
Yeah, that's insane mate.
I love it.
I love what I do now.
This podcast is incredible.
That's why it's becomeAustralia's number one
construction podcast.

Speaker 1 (01:09:27):
We're helping people.
Congratulations.

Speaker 2 (01:09:29):
Cheers, mate, well done.
Actually, I had an awesome onetoday.
A guy told me today oryesterday that I saved his
marriage.
Oh shit, we've had other ones.
We've saved lives and all thisstuff we've.
The best one ever is from awife saying that she's got a
husband back.
Wow, but to have a guy?
Yes.
I just um through an instagrammessage, um, I send everyone my

(01:09:51):
number.
Like people message me oninstagram, I say, mate, if you
want to chat, here's my number.
Yep, this guy's called me outwithin five minutes.
He's like mate, look, I justwant to let you know that if, um
, if I hadn't joined yourprogram, I'd be separated.
Now your program's got my lifeback.
I'm spending time with myfamily, my wife's happy, we've
got a good family and for me,that's the driver.
It's not all about one thing.

(01:10:11):
That shits me is all thesepeople you see on social media.
It's all about the Lamborghinisand the flash houses.
Don't get me wrong.
I want all of our members tohave great businesses and make
good money.
That's not what it is.

Speaker 1 (01:10:20):
It's not about that.
You've got to wonder whathappens outside of that
Instagram post People don't getall the other stuff.

Speaker 2 (01:10:26):
Yeah, no, but mate, look, thanks for coming on
sharing your story.
Thank you, it's been a pleasure.

Speaker 1 (01:10:31):
Yeah.

Speaker 2 (01:10:44):
I'm glad we finally did.
It look as usual.
If you like this podcast,please like, subscribe, share,
comment, all those things,because we want to continue to
make this Australia's number oneconstruction podcast.
Let us know what type of guestsyou want on what you want us to
talk about, because this is allabout helping you.
Look forward to seeing you onthe next one.
Are you ready to build smarter,live better and enjoy life,

(01:11:07):
then head over tolivelikebuildcom.

Speaker 1 (01:11:08):
forward slash elevate to get started.

Speaker 2 (01:11:17):
Everything discussed during the Level Up podcast with
me, dwayne Pearce, is basedsolely on my own personal
experiences and thoseexperiences of my guests.
The information, opinions andrecommendations presented in

(01:11:38):
this podcast are for generalinformation only, and any
reliance on the informationprovided in this podcast is done
at your own risk.
We recommend that you obtainyour own professional advice in
respect to the topics discussedduring this podcast.

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