The Real Estate Forum Podcast Series 2 Episode 9

This episode is proudly brought to you by our amazing partners:

Adaptive Fire and Electrical
Eleven Financial
Style With Us, Australia’s Number 1 Home Stylist

Million dollar agents Gavin Staindl and Brent Day have teamed up to bring you something truly special "The Real Estate Forum Podcast".

We’re back for Episode 9 of the year, and what an episode it is!

This week on The Real Estate Forum Podcast we sit down with one of the most exciting young agents in the industry, Ryan King from Ash Marton Realty

Ryan’s journey is nothing short of inspirational. Starting in real estate at just 18 years old, he had already listed and sold his first $1 million home before turning 19. Now, at only 22, Ryan has become one of the leading agents on the Mornington Peninsula in Melbourne, employing his first personal assistant and purchasing his own home all before the age of 22.

Ryan opens up about the energy, discipline, and relentless thirst for real estate knowledge that helped him overcome the hurdles most young agents face in the industry. From building confidence to earning trust in a competitive market, this episode is packed with insight, motivation, and proof that age is no barrier to success.

Plus, our brand new segment “Tinfoil or Truth” tackles the qustion "is the market going to tank" with a laugh, as we dive into some wild conspiracies and break down what’s really going on behind them.

This episode is packed with:

🔥 Raw insights
🔥 Game-changing strategies
🔥 Real talk from people in the trenches

Real stories
Real strategies
Real quality guests
Real estate like you’ve never heard it before

So sit back, get comfortable, turn it up, and enjoy.

Tune in. Get inspired. Join the conversation.

Our Supporters

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Transcript

SPEAKER_00 0:09

The real estate forum podcast is back for another week and we got Brent Day in the hot seat. We actually have a very good visitor, uh, budding agent doing some cracking numbers out in the peninsula. But big big moments, obviously, interest rates went up yesterday, to no one's surprise at all. Uh the state delivered their budget yesterday as well, and it just seems like the amount of debt that we are in in Victoria is crazy. I think we're talking like in three years' time, it'll be upwards of $200 billion worth of debt. And on top of that, the Met Gala happened. Everyone in Hollywood was looking very flash. A bit like you, Brent. I look at you right now and I think, geez, you could be at the Met Gala, my man.

SPEAKER_01 0:52

Thanks, man. It's very comfy. I don't know about the aesthetics of it, but if I'm comfy, I don't really care.

SPEAKER_00 0:58

Wait, so it's comfy? Yep. We got hey goops, how you going, buddy? Um, we got is it polo or is it Ralph Lorraine? I don't really know brands.

SPEAKER_01 1:06

Uh yeah, it's it's it's the polo. I think it's a polo, yeah. Yeah. It's a polo? Yeah.

SPEAKER_00 1:10

What's Ralph Lorraine? What's their symbol?

SPEAKER_01 1:12

Uh it's a horse, it's a horse with a what's it called? A Cro what's croquet? Polo. Yeah, polo, yeah. Was it croquet? I don't know.

SPEAKER_00 1:19

No, no, croquet is separate to polo.

SPEAKER_01 1:21

Okay.

SPEAKER_00 1:21

But that's it looks expensive. Yeah, thank you. How much was it? Uh, I don't know, like 200 bucks, maybe a bit more. One thing I haven't seen from you in a while is the shoes that you had the writing on.

SPEAKER_01 1:30

No, I put them in the bin. No, they're not in the bin. They're deep. Uh man, I've I was like yesterday, my cupboard is like, I got a massive cupboard. It is full of shoes, dude. And I'm like, I just buy shoes because I like having a new pair of shoes because they look good. And like they get clapped out a bit, and I'm like, I need to throw some shoes out, man. There'd be a lot of uh what size are you? I'm size 10. Can I have them?

SPEAKER_00 1:50

Yeah, I've got three pairs of shoes that I wear. You want the ones we brought? Every week. Yeah, I'll have them for sure. You're taking them. I don't spend money on clothes. Like, I bought these clothes the other day. When I say that day, it was like last year. But these RM Williams, I've had the same RM Williams for about 10 years. Yeah, they last change them.

SPEAKER_01 2:08

They last forever. So and even if they get scuffed, you can take them back 250 bucks, they repair the whole shoe to be brand new. So never, never buy anything. I get that.

SPEAKER_00 2:16

But is it a bad look if I'm wearing the same clothes to the same appointments, week in, week out?

SPEAKER_01 2:21

No, I'm sure you're doing all right, mate. You're you're doing pretty good for yourself. Um, but going back into today's guest, yes, I think if I'm a budding real estate agent that's just got into the industry, this guy's 22 years old, you know, doing very, very good numbers. Yeah, I got to I I called his boss before and um, he didn't answer and he sent me a voice note, and I'm like digging it, digging away a little bit to get some inside information. He's like, Yeah, he's 25 years old. He rocks up here. I'm like, oh yeah, he's 25. He's like, no, I'm 22.

SPEAKER_00 2:46

So I thought he was taking the piss, but it was actually legitimate. He was taller than both of us.

SPEAKER_01 2:49

Yeah, no, he's got to be really good, man. So very excited for that. Um, you know, we want to talk about a bit about a pay structure in real estate as well, which will be pretty cool. Um, and then obviously what's happening in the market because I get asked that question, man, 10, 20 times a day, and I'd love to know your insights.

SPEAKER_00 3:04

And our conspiracy theory, we've got two. Um, I won't say the non-real estate topic one because I'm gonna leave that to our fearless producer, Craig, to interview. Um, but is the property market gonna tank in 2026? That's gonna be the conspiracy theory. So we'll come back to that. So if you are hanging out for that answer, stay tuned. Now, let's talk about all right, so you want to talk about pay cycles. I want to talk about authenticity in real estate. So, Instagram, TikTok, Facebook to an extent, all the agents that are rocking around on these things. Like, I see the videos now, they they have a house promotion, they roll up in this Flash Lamborghini, they got the slow-mo of the Rolex watch, they're stepping out and they've got their nice shoes too, and they've got the expensive suit they probably hide. And the first 30 seconds is all about them as the agent and how sexy they are. Is that what the consumer wants? On top of that, you get the agent instead of just putting just listed, just sold testimonial Thursday, just listed, just sold testimonial Thursday. Is there authenticity? Is there room for authenticity in this business? And will you make money from it if you are authentic?

SPEAKER_01 4:12

Yeah, I think like the the proofs in the pudding, like you do a a natural reel, like or or a video or just off the back of an iPhone, you know, the reach from that is tenfold on on a professional video. And we had heaps of people, man, like even like to this day we have multiple people saying, Can we edit your videos? I'm like, show me a video that's performed well compared to a natural one where we're just talking about the house, we're talking about the features and benefits of the home. It's not about us, it's not about what we drive as a car, it's not about how much money we might make or we're wearing good watches. It's actually about the home and making that consumer think, oh, I actually want to buy that home and I can see myself there. It's a lot more natural and authentic as well. But a lot of agents really lack the authentic authenticity in real estate.

SPEAKER_00 4:55

Now, speaking of authentic, we've actually got some very genuine authentic sponsors. Brennan, run us through who we've got.

SPEAKER_01 5:01

Excuse me. Uh, we have Sharon from Style with Us, uh, awesome staging company there. As I said last week, her efficiency is amazing. And we have Jade, who is a social media superstar at the moment. One of her videos has gone crazy. Also a mortgage broker. Yeah, from 11 Financial. And then we've obviously got Douglas from Fire Adaptive and Electrical. And I'm about to die on CETH because my throat's killing me.

SPEAKER_00 5:25

All right, you do your thing. Well, Brent's dying, I'm gonna keep rolling on. So I uh I find a lot of people they use this saying, fake it till you make it, right? So if you aren't if you aren't there, you're not where you want to be, just fake that you are there. Um, and so they'll pretend, they'll put on a mask, they'll uh have a facade that says, Oh, yeah, I'm successful, but really in actual fact you're not. So, what do you do if you're a young agent starting out? And and actually, to be honest, I probably should be asking the question to the guys we're about to interview. Uh, what do you do as a youngster starting out? Do you fake it till you make it, or do you just be honest and transparent and say, Yeah, like I'm I'm new, but I'm I want to give it a crack?

SPEAKER_01 6:08

Yeah, it's it's it's a very hard question, and I kind of refer back to something that I that that we've experienced ourselves, and you're probably the same, Gav. Like the first five years in real estate for me, no one knew who Brent was. And I'd probably say, like, it's 11 years now, and man, maybe the last three years, people have noticed that we actually sell houses and you know, we're known for selling houses and and doing all that stuff, but yeah, probably maybe eight years and not knowing who who we were and what we were about, so it does take that time. But when you put yourself out there, make sure you've got your tools and the notches in your belt to say, I know what I'm talking about. And if anyone asks me any question, like I can comfortably see in front of most people and every objection we've got an answer to. And we've probably experienced most negotiations as as you have, mate, that shit hits the fan and we're just calm and collected because we know that there's ways around every scenario, and if there's not, we've still got the ability to you know take our know-dollar cap off and say, Hey, we actually don't know what's happening here. Um, let's go get some advice from other people. So, yeah, really learn your craft and then you know put yourself out there and then and then make it, I suppose, or fake, don't fake it.

SPEAKER_00 7:18

If I was a new agent, I I wouldn't fake it. Uh, if if you're gonna go to a listing presentation and lie and say, Yeah, I've sold 20 houses this year, uh, they know. You can look up realestate.com, you can look up the internet, like you can't hide behind 10 years ago, you could almost get away with it, but now there is no hiding. So if I was a new agent starting out, I would go, Yes, I am new. Yes, I haven't sold as many houses as the next guy you've got in. But one thing I will give you, I will give you my absolute all my energy, uh, my time. You've got me 100%. And I would be focusing, if I was a new agent, I'd be focusing on that. Embrace the fact that you're new, embrace the fact that you're hungry, and use that as like weaponize that to win listings. Yeah, uh obviously, Brent, you'd be utilizing your experience, you know, past negotiation skills, the history, the area, the knowledge. If I was new, uh don't fake it till you make it. Embrace the fact that you're young, embrace the fact that you're new, and and use that against the established agents.

SPEAKER_01 8:19

I had it uh come up the other day for one of the first times I was in a lounge room in Clyde North, and he did bring it up. He's like, So someone must have told him that we're competing against that. Well, I'm too busy for him, and you know, he's just gonna get past to the side. This is a very low value entry-level house. Um, he has never had one piece of communication from my team. And I said that to him on the table. I said, mate, I I when I'm your agent, you may deal with some people, but I said to her, I'll promise you, every open, it's me, every negotiation, it's me, every point of contact, it's me. Because I didn't want to sit there and tell him that and then not do it. Because then he'll just lose all trust as well. And going back to what you said about faking it till you make it, I we lose listings all the time, dude. Like if we had stats of our lost listings, people would sit back and think, God, they actually lose so many. Lost one. I have, by the way. Yes, hey man. Lost one yesterday.

SPEAKER_00 9:09

No, I have the numbers.

SPEAKER_01 9:10

You have the stats?

SPEAKER_00 9:11

Yeah. What are they? So last year I lost over 600 listings.

SPEAKER_01 9:14

So that's that's that's hectic. Um, I'm probably not at that those levels. Um, but I lost one yesterday, and I thought to myself, if I was a new agent, this would actually fire me up because you can beat whatever agent there. You go in there young, you're full of energy. Um, you know, you might tell them what they want to hear, and you know, you might get the business. And I sat sat back yesterday with my partner and I said to her, I said, um, I might I wasn't I didn't feel bad about losing that listing because I sat there and I was 100% my honest self. And I said, you know, that price that you're after is is probably not going to be there. And the house they were buying was was near power lines. And I said, guys, you actually can't borrow more than 80% if it's in a close vicinity to the power lines. And they didn't know that, so I was being very knowledgeable on that. But then on reflection later, I think maybe I was a little bit negative and maybe I should have told them what they want to hear. But then I thought, that's just not me. Like I'd hate for them to buy this house, not be able to get the finance, invest four grand in marketing, and then I'm there in two weeks telling them the price isn't there. And I it kind of sits well with me now that you know we're not representing them as a client.

SPEAKER_00 10:17

Yeah, good. Um, all right. Well, let's talk about also agents that maybe aren't as authentic. So you've had a bit of a run-in with one. Tell us about that example this week.

SPEAKER_01 10:28

Yeah, it's um it was a it was a fair while ago now. Um we we had a house for sale and I sold it for that client, and I'd been dealing with his client for a very long time, and they were very nervous. So, you know, I've been chasing them since December, and um ended up getting the business, and I said to him, we're gonna sale and we'll get a longer settlement and you know, we'll facilitate or help you buy the next house as well. So they ended up entering a an offer on a house while they were under contract with me. So I was subject to sale offer, and then it just like it was a bombardment of like harassment, like where's the finance, where's the finance? Like every day from this from this person, and um then my owner was feeling very, very bad and stressed, and it was a shit situation. We ended up, I just said to her, let's let's park the deal that you the house you've bought and let me get yours sold first so we can entertain uh sorry, enter into an unconditional contract on the next one. And now I've sold that house again, and the other house they bought is still on the market. And this vendor, uh my vendor won't actually buy that house because of the way that agent treated them through the period. And it it it makes me feel bad, as I said to you before, for the actual owner because the agent's actually getting in the way of a sale, and you just can't treat people like that anymore.

SPEAKER_00 11:45

Ah, so interesting. So you're telling me that this buyer will not buy the house that they love, their dream property, because of the agent that's representing the owner of that sale. Now that's crazy. So I wonder how many people out there have wanted to buy a house, but haven't because of a bad dealing with an estate agent.

SPEAKER_01 12:04

Yeah, I think it's it's it's it's ripe in the industry. And I I said to Natalie the other day, I said, it might be a $10,000, $12,000 commission check, and you can make money your whole life, but you can never you can never make a good name about yourself. Like if you burn your name, you know, it it's it's very very set in stone. So at the end of the day, if we're going to lose a deal, lose a deal, but still treat people well, and it will come back to you in in tenfold.

SPEAKER_00 12:27

And that's great advice for the young ones looking because that authenticity in their relationship is so critical. And maybe you're doing the hard yards and you're you're not seeing fruit for your efforts at the moment, but the name people start to remember. And if you do the wrong thing, they'll remember quicker.

SPEAKER_01 12:43

Yeah. Um, we will take a short break and we will get our guest on, and then we've got our sponsors as well. Uh, Gavin and I are gonna unpack um wages and stuff, and you know, the kind of breakdown with assistance and all that kind of stuff as much as we can out of respect to our assistants as well, not you know, spilling all the beans. Um, so yeah, we'll come back and jump into all that and we'll look forward to seeing you soon. And yeah, conspiracy theories. Yeah, conspiracy. Timpool hats. Tim Paul hats. Yeah, peace. All right, today's guest is one of the young rising names in Victorian real estate, Ryan King from Ash Martin Realty, at a young age of only 22 and only just starting out in the industry. Ryan has already made an immediate impact, building a reputation for strong negotiation, authentic relationships, and impressive results. He has an average sales price of over a million bucks and sells over 30 houses a year. So at that age, that's just very impressive in itself. Working throughout the Mornington Peninsula, the Frankston region, Ryan has quickly become known for combining modern marketing, relentless work ethic, and a genuine approach that clients connect with in an industry where experience is often seen as everything. Ryan has proven that hunger, consistency, and adaptability can fast track your success. In this episode, we're going to dive into how Ryan broke into real estate at a young age, the challenges of earning earning trust early, and the mindset required to compete against established agents and what's helped him achieve standout results so quickly. We'll also unpack social media, personal branding, biopsychology, negotiations under pressure, and where he sees the future of real estate heading for the next generation of agents. This is a great conversation with a young agent making serious noise early in his career. Welcome to the real estate forum, Ryan King. Hey boys, how are we? Going well, my man. Going really well.

SPEAKER_03 14:37

That was a good one. I'm proud of that. I was gonna say thank you so much. Went for ages. Yeah. That's so nice. Thank you.

SPEAKER_00 14:43

Yeah, I did a talk. Um just gonna steal your thunder. I did a talk at Ray White Cranberne um today, and they introduced me. They said, uh, yeah, Gav is one of the good guys. Uh, here he is.

SPEAKER_01 14:53

I should have gave made every year. Oh, that's it. Come on, give him a bit of a pop-up.

SPEAKER_00 14:58

Ryan King has to probably be the coolest name in real estate. Like you what your name is made. Like, I wish I my surname was King. My name is Schnandl. It's like a weird, weird German name. But Ryan King, you you're made for this gig, man.

SPEAKER_03 15:13

I I love it so much. Yeah, that's a pretty cool name, too. Pretty proud of it.

SPEAKER_01 15:17

You really do love your job, don't you?

SPEAKER_03 15:19

Yeah, like I've been so passionate and committed to it. Yep, I do get a kick out of it. Like, I definitely one thing I have learned is I'm probably driven by helping people and just trying to get the best for people. And I'd say that's probably like one of my key drives, and also wanting to be a number one, yeah, that's probably incentivizes me for sure, and definitely not as much like the money aspect, to be honest.

SPEAKER_01 15:43

Yeah, it's so cool like hearing people say like number one, and like we've all been there, right? And then you get there and you're like, fuck, what's next?

SPEAKER_00 15:51

Like it's such an empty feeling, yeah. But number one of what though?

SPEAKER_03 15:58

I I think just I'd like to be number one in my suburb. I think for me that would be a pretty proud moment, yeah, and I think that's something that's very measurable too. Yeah, yeah. And um, yeah, it's a pretty like exciting goal for me and my my team too, so it's like so great.

SPEAKER_01 16:13

Yeah, and when you say team, is it just Ryan King or do you have a I've got a personal assistant?

SPEAKER_03 16:17

Yep. So that's Halley. Halley, when you're listening to this hello, yeah, um, feel very, very like no, Halle Moran. Ah, that's a dangerous like when introducing to people and saying her name, sometimes she says Halle, like Halle Berry. Yeah, yeah, yeah. Keeps it easy. What the Halle? Yeah.

SPEAKER_00 16:37

You're too old. I yeah. Actually, the kids, we've got work experience students. Um, and the kids were doing this thing. How was it? Give it to me again. What were you doing? Oh, this. So were they will they class the thumb and the index finger?

SPEAKER_03 16:53

Have you ever seen this? Nah. What's that? It's had a quiet clap. Yeah, but they it's called Clock It. It's called Clock It. Have you you're 22 years old? You don't know clock it? I've never heard of it. You don't know clock it. No, no.

SPEAKER_00 17:04

Yeah, man. You're too old. Oh, please. Yeah. Uh so tell me then, you started only a few years ago, right?

SPEAKER_03 17:11

So I so I finished high school straight away. So my birthday's at the very end of the year. So I pretty much turned fresh 18, started as a full-time personal assistant to a great agent in Langmoran, Darren Eichenberger. So felt very lucky to have him as a mentor. And I remember six months in, I remember just knocking on my boss's door every single day and saying, Chris, like, I'm ready. Let's go. Let me get out there. I know I can do this. And he's like, mate, you just gotta wait, you know, you gotta earn your stripes a little bit. So we hit 12 months in, and then Chris said, All right, you can go for it. I remember my first ever listing pitch. I did it when I was 17. Oh, sorry, I was 18 just before I turned 19. And um, I remember on my birthday of turning 19, I got the course and I got the business. Yeah. And I was like, it was like a $1.2 million home.

SPEAKER_00 18:00

So, what did you do? We did talk before um in the previous segment about what you can do as a young agent who you're not trying to fake it till you make it. What did you do to win that business?

SPEAKER_03 18:11

Mate, like I won that business through energy, through a strategy, and through confidence. Like, mate, I could not articulate myself back then. Like, there's no way I could. Me good, me good, use me, me sell house. But but I tell you what, I cold called them eight months prior, gave them an update every month or so, was in touch with them, and when the time came, I deserved the opportunity to speak to them. And um, I think they knew I wasn't the most experienced. Like, mate, if you think I look young now, you should should have seen me then. He looks young now. What happened to the massage? I shaved it off like last week. Oh, okay, good. Thompson goes. Yeah. But um, I won that business through energy. I hadn't made another sale as a lead agent ever before. I think they would have known that. They would have looked that up. I went through energy, through commitment, and them feeling that I had their best interests at heart and nothing else. And I truly believed, even though I had no negotiation experience then, I was going to get them a better price than anyone else. And I truly believe to this day, I still got the best price that could have been achieved for that time.

SPEAKER_01 19:22

Yeah, good on you. Yeah, I suppose. That's awesome. Do you still have that mentality, like walking into a listing now? Like I try and ask myself a question before I walk in the door. What's the three reasons why you know you should employ me as your agent? Um, do you have that same mentality as like I've got this strategy, or how do you kind of win business over your competitors? Because what sub ebb do you work in? Sorry.

SPEAKER_03 19:42

I I have most most of my properties I sell at like in Langwarren, Frankston, within a 10-15 kilometer, which is the peninsula in Victoria. Pointed peninsula along Victoria, like 45 minutes an hour south of Melbourne.

SPEAKER_01 19:54

And there's some like killer, like that Luke McGree guy we had on here. There's some killer agents out there, man. How do you how do you beat them? Like why you?

SPEAKER_03 20:02

Look, I I I think there's a few things. I think it all starts from the first phone call, too. Like for me, asking the right questions is very, very important. Um, pre-list kit go out straight away if they're a hot seller too. Then, you know, we'll send out a calendar invitation. But I think I I I think the reason people would probably choose me, I think, is for my energy. Like, I I really love this business and I really care for my clients. I think I've got a very clear-cut strategy too, and I strongly believe my negotiation skills are better than majority of my competitors, and I really don't want that to come across arrogant because I promise from the bottom of my heart it's not. But I care about my clients. I've done endless hours of watching YouTube, going to conferences, you name it. And like I actually care, it's not just another sale for me. Yeah, 100%.

SPEAKER_00 20:51

Strategy, I'd say, is why clients choose me. When you say strategy, what do you mean strategy? What is it that makes your strategy better than someone else's?

SPEAKER_03 20:59

Well, I I think I map it out almost enough timeline and make it quite clear. And then also I back it up with storytelling and saying, like, I'll bring like I'll might reference it last sale or the one before it, and I'll just say very similar home to yours. This is exactly what happened. This is how we did it. And I think if we get things right, we could achieve the same for you. But if not, you know, we would have started with honesty and we will get the best price at the end of the day.

SPEAKER_01 21:25

Yeah, 100%. And I that's a lot of um people actually don't know what their strategy is, right? Like sometimes that's that's the thing that wins your business, is a strategy in your negotiation process, and you know, your energy is well backed with that. Like a young fella walking into the door, if they've got a an agent like like yourself who's had a massive day on listing and selling, and you're just a bit that one percent off. Someone like Ryan walks in there and you know, you know, cleans the floor with us.

SPEAKER_03 21:52

I don't know about that, boys.

SPEAKER_01 21:54

Come on, I don't know about that. Have you heard how many we've he lost and we've lost Couple thousand. You said off air, like um you don't really not in a uh egotistical way, but you said that you actually don't lose many listings. And then I said back to you, which you know I've said to everyone just to humble them a little bit, I say, Well, you're not going out to too many. I couldn't agree more. And I I remember the other week of I was seeing you at the gym and I said, Oh, I've got like three listings today. Um I'm doing this, this, and that. And you're like, Oh, like you you were blown away that we actually do those many appointments.

SPEAKER_03 22:24

On a Monday too. Yeah. On a Monday, I was yeah, impressed. So, what's your like day? Is it what do do one listing and kind of stagger them through the week? Or yeah, yeah, pr pretty much. Like, we like to set our office our mornings in the office, getting on top of things, like closing deals when we can, and appointments typically for after two o'clock. Like that's pretty much the structure. For me, it'd be pretty rare to do more than two listing appointments in a day. And and honestly, probably I feel like about two a week-ish is probably about where it is at the moment. Maybe a little bit less. Yeah. Yep, but yeah. Like that's honestly where it's at right now. That's still good though. Yeah, that's it might even be like one some weeks, two other weeks. I think that's pretty honest and raw.

SPEAKER_01 23:11

Do you have a good trade-in business? Like people come to your open home and then do you sell their smaller asset?

SPEAKER_03 23:16

Pretty pretty reasonable. Yeah, yeah, for sure. I I I get probably a big portion of my listings now based on referrals from clients that I've worked with. Yeah.

SPEAKER_01 23:26

And um, so take us back like how long have you been solo agent for? Been a solo agent for three years. And what what did you do to get to where you are now? Like, if I was listening at home and just starting in the industry, what did you do to get where you are now? And what's the most important thing?

SPEAKER_03 23:42

I built my whole business off prospecting. My whole entire business. So I'd say just from doing that, from being consistent, from being a real person too. Um, like I think just honesty is everything and reputation. You know, you do a good job for someone, they'll tell maybe five people. You do a bad job, they'll tell a hundred. True. So for me, I I just think always being as positive as I can, yeah, always bringing the energy. And I yeah, I I think doing the best I can in every scenario, that's probably how.

SPEAKER_00 24:18

I think the kids these days call it aura. And you have a good aura. You walked in, you're very like you're bouncy up and about, like, hey guys, what's going on? And you have a great smile. You've got a really cute smile. I actually think that that would win you a lot of listenings, and like you laugh about it, but that legitimately, I tell the guys at work, you need to smile more. Yeah, like if you're not smiling, man, it's coming across whether you're making a phone call. I'd love presentation. Phone calls, smile when you call, it goes through the phone. It does, it actually works. Um, just try it. Next time you're on the phone, so anyone that's listening, make a call where you're just like being serious and you're talking about, and then make a call where you're smiling. You actually notice that there's a difference, and you have a good smile. I actually think you have what is called a good aura. That's very kind of you. I reckon you'll do well, man. I reckon that personality trait is um is rare to find. And I reckon you'll be good, man. No matter what market, I reckon you'll be good.

SPEAKER_03 25:09

Thank you. I try my best. What um you guys have good smiles too.

SPEAKER_01 25:13

Colgate sucks, Colgate sponsorship. Um where you say you go back before and you say like number one, that that's your goal. Um what's like so you don't have to go into this if you don't want to, like, commission-wise, what would you be doing roughly now per year?

SPEAKER_03 25:29

Um GCI. I'm like, I'm happy to say, like, last calendar year we did over six. Well, hundred? Yeah. As in you. Yeah, six hundred thousand. It's amazing. Oh, it's bloody clean.

SPEAKER_01 25:38

Me and my assistant at twenty-two.

SPEAKER_03 25:40

And then what do you do with the money? I just bought a house. At twenty-two. Hold on, guys, come on, come on, come on, just ease it down. It's it's not that much money, everyone. Yes, it is. I mean, it's stalker shit. We don't take home the whole 600, but it's talking shit. Anyway, I um like for me, I think you said number one, too. Goal setting's huge for me. So I just redid my whiteboard at home with all my clear goals, but one of them from the start was to buy house by 21. Yep. Did it. I've now renovated it. And my most recent goals I did last night, I said I want to return a bank valuation of X amount for my home by the first of the 12th. And that's measurable because I can force value. Yeah. So goals are very important to me.

SPEAKER_01 26:23

And sales-wise, do you see yourself doing 100 deals or you're more happy like 50-60?

SPEAKER_03 26:27

I don't reckon I'll do a hundred. Like, like, to be honest, well, I mean, you don't want to do a hundred? Yeah, I don't want to do a hundred. Yeah. That's the right answer. I don't think I want to, to be honest. Yeah. Like, I think for me, you know, I think I'd be probably pretty happy somewhere in the vicinity of 50-60 deals. And I think that's something because I'm very particular. I am a perfectionist when it comes to my listings and everything being perfect. Um, if it's for the better or worse, I don't know. But for me, that means a lot and customer service. And I think if I was at 100 deals, yeah, I think for now that that isn't my goal.

SPEAKER_01 27:03

Personally, sitting across here, you'll do a hundred and you do a hundred easy because you have a team of two to three, and your perfectionism will get you there, and then you'll think you you'll feel like you're still doing 30.

SPEAKER_00 27:15

As long as you can let go. Yeah. What do you mean by let's delegate? If you can delegate tasks, there'll be things you're like, no, that write up, I have to do that right up.

SPEAKER_03 27:22

I can I can delegate right up. I now don't have to go to photos or anything. Um photo water, I will still do a final lookover. Booklets, I still do a final check over booklets. Yeah, it's different though. But yeah, I think I'm I'm getting much better at the end.

SPEAKER_00 27:38

You're not necessarily a perfectionist, then I think um perfectionists can be a good thing and a negative thing as well. But I would say that you have a good system, you've got a good process. I would agree. A perfectionist, though, would not let someone else go to the photos.

SPEAKER_03 27:53

Okay. Yeah, great. Um, that's good.

SPEAKER_00 27:56

That's progress. You could we're on the right. You could do 100 deals.

SPEAKER_01 27:59

I reckon you will. That's very kind of you guys. Just get a good team, man, you'll be fine. If if Gav can do it, you can do it.

SPEAKER_00 28:04

Yeah. I'm not good. I don't know why people think I'm good. I'm a terrible estate agent. Honestly, I am. I'm not a good estate agent.

SPEAKER_01 28:11

Yeah, sometimes I feel that about myself too. I do my best, but the investors aren't that good sometimes. Now, do you reckon we get Jade on? Yeah, so we'll we'll cross over to Jade and get her on critical.

SPEAKER_00 28:21

Ryan, we want you to stay on board. Um, we're going to do a mortgage broker now. She is uh one of our key sponsors. We've got a few decent sponsors. Ryan, adaptive, fire, and electrical. No, Douglas. Douglas. You well, I'm saying Ryan. Ryan's it here. Yes, I've actually got a referral for Douglas coming in. Okay. Finally got one coming in. Um went down today. They need some help with some uh electrical work. And I think the house is too dark.

SPEAKER_01 28:44

Yes.

SPEAKER_00 28:44

Like, we need to lighten this up. Need to lighten this up. And so we're getting him on board. Um doesn't know it yet, but I'm gonna give him a call. And then style with us. Obviously, we we we sold a house uh this weekend when unconditional. Um thanks to Sharon because she did an incredible job. But let's go to Jade. Is she on the big screen? No, no, no, we're not. All right, we're gonna have a break. We're gonna have a break and come back to Jade. Ryan's gonna be around. Thank you so much, Ryan. That was really cool. Um, want you to stay involved, though. Thank you guys, yeah. Yeah, so cool. Kill. Cheers.

SPEAKER_01 29:13

All right, we have Jade on the live stream now. She's back from her beautiful holiday in Fiji. Uh, and she's a TikTok superstar now. She's I just checked, she had 300,000 views on her latest video. So if you're not following her, give her a follow.

SPEAKER_00 29:25

What was the latest video about?

SPEAKER_04 29:28

Um, it was just commenting on some news that I saw last week where today had reported it was like a big headline saying property market falling. And that was the big headline. But then when they went over to like the statistics and the graph, the the fall that they were reporting was 0.06% in Sydney and 0.3% in Sydney, but every other capital city was actually in the green by 4% plus for the quarter. And I just found it interesting that they were reporting on a market fall when it was so min minimal compared to the other cities that were still performing really well.

SPEAKER_00 30:10

This is sorry, you go, Jade. Sorry, I cut you off.

SPEAKER_04 30:13

And it has gone viral, and there's some quite crazy comments on it. TikToks are jungle.

SPEAKER_00 30:18

I love tickety tockety. The people that comment on these things, it's amazing.

SPEAKER_04 30:23

The managers stop reading the comments.

SPEAKER_00 30:27

So, one about the conspiracy theory, actually, that we've got Jade, and you don't know about this yet, but the conspiracy theory that we're going to have a discussion about very shortly is is the property market about to tank? Oh, I'm excited for it. So, anyway, so you had your part where it's like, well, hang on, everyone just slow up a little bit. News headlines, obviously, doom and gloom, but really it's just been a marginal adjustment.

SPEAKER_04 30:58

Yeah, I agree.

SPEAKER_00 30:59

So tell me then, Jade, what happened yesterday?

SPEAKER_04 31:03

The RBA put interest rates up again, which means we are basically back where we started pre-rate cuts last year. So I was actually thinking of you earlier, Brent. Because you didn't reduce your repayment, it makes no difference to you.

SPEAKER_01 31:18

Let's go. Um by choice, though.

SPEAKER_00 31:22

You didn't know we could do it.

SPEAKER_01 31:24

Uh probably had to remortgage my home after last weekend.

SPEAKER_04 31:28

But yeah, rates have gone up again, which I feel like it hurts a little bit more for homeowners this time because everyone is really feeling the pinch with the cost of everything at the moment in the supermarket, their insurances, petrol, so on. Um, I think everyone is feeling it. Um, so it makes an already, I guess, somewhat stressful time more stressful for a lot of households. But it'll be interesting to see what they do in this budget because there's been whispers that they're going to, you know, hand out cost of living like stimulus packages, which really is going to have a negative impact on inflation and therefore rates will still continue to go up. So it's a double-edged sword in that case, where people want that relief from the government, but it in turn is not going to help inflation, which is what is the decider for the RBA when it comes to interest rates.

SPEAKER_00 32:27

So that budget is this week, isn't it? We had the state budget for Victoria released yesterday, and a very similar thing happened, Jade, where the Jacinda Allen, who is our our premier, she was handing out more cost of living relief. And Victoria is in $150 billion debt right now, and there is we had the m smallest of surplus, first surplus that Victoria's had uh in nearly eight years, but there is just so much hand, so many handouts happening, which is only going to add to inflation. But when GDP and GSP is really low, are we in stagflation?

SPEAKER_04 33:07

I don't really know.

SPEAKER_01 33:09

I don't even know what that means.

SPEAKER_00 33:11

So stagflation is where like inflation is going up. Yeah, um, but then gross domestic output is is quite down. So our GDP is quite low, but our inflation is going up, which probably just gonna mean like higher interest rates, right?

SPEAKER_04 33:26

Yeah, yeah. I think look, Michelle Bullock, she did say yesterday that it's likely that she'll hold off now for a couple of months just to see how these recent rate increases affect the Australians. But I think anyone with a mortgage that has purchased in probably the last say five to six years, since the market has increased quite drastically, is going to be feeling the pinch. Some I had a client yesterday that I was speaking to, and their mortgage has gone up by $700 a month, which is a lot in a month long.

SPEAKER_01 34:03

Since yesterday or since they've gone back up.

SPEAKER_04 34:05

No, in the last three months.

SPEAKER_01 34:07

Yeah, wow. That's insane.

SPEAKER_00 34:09

Yeah, that's a lot. So are you seeing at the moment much delinquency?

SPEAKER_04 34:15

Um yes, I'm seeing more than I ever have in my yeah, in my career. Um, I am seeing a lot more arrears. And I've had a couple of clients that have that might have bought like a year or two ago that uh have sold.

SPEAKER_00 34:34

Out of the fact they couldn't afford it.

SPEAKER_04 34:37

Yeah.

SPEAKER_01 34:37

So you you can see if so if if I I don't pay my home loan, you can see that.

SPEAKER_04 34:43

Yeah.

SPEAKER_01 34:43

Oh wow. That's cool. And you can see when I pay it. If I pay you.

SPEAKER_04 34:47

I can't no, I can't I can see if you've got like redraw or savings. So you're just saying like if if you've got redraw in the home loan, I can see that. But um I I can only see arrears because we basically get notified so that we can reach out to the client, right? And offer any help and stuff like that.

SPEAKER_01 35:04

So you know if I've been selling houses or not.

unknown 35:07

Yeah.

SPEAKER_00 35:08

Yeah. You're making any money. Ryan, any mortgage questions or mortgage brokering questions you've got for Jade?

SPEAKER_03 35:16

I I don't, but I mean, like, I I think in terms of what we've just spoken about, like with them saying some potential give back to the community to kind of help with the cost of living. I mean, I think honestly, if it's just going to make inflation worse, it I think it probably should just stay as it is. Like, honestly. A sugar rush kind of thing.

SPEAKER_00 35:36

Yeah, I think so. So at the moment, public transport's free in Victoria.

SPEAKER_03 35:40

Which which I think is really kind. It's kind, yeah.

SPEAKER_00 35:42

Should we be doing it? Is it fiscally irresponsible?

SPEAKER_03 35:46

I'm not against that, but more like if they were to give people back money, I think that would be irresponsible.

SPEAKER_00 35:51

Yeah, it's not gonna be like cash hands. I mean, Dan Andrews did that during COVID area, and that's why, partly why our in our debt levels are so high in Victoria. I agree, I don't think it's smart, but it's probably more gonna be in terms of like extra incentives, like the registration, 20% of the registration incentives, all that kind of jazz. Um, Jade, I just want to go back to the delinquency side of things. So are you do you feel like if interest rates continue to go up that there'll be more and more people who can't afford their house, especially people that have bought recently?

SPEAKER_04 36:23

Absolutely, absolutely, and especially because for a lot of people, they hold off on say upgrading their car until they're in a new house. So for a lot of people, it's not just the mortgage, they've then got a car loan that they've added on as well. So I think, yeah, we are gonna see people struggle more so than we did last year with the rate increases for sure.

SPEAKER_00 36:49

Well, I think now is time, lads. Grab your tinfoil. Dude, oh you've got some as well with Jane. That's so good. Did you send that to me? Alrighty.

SPEAKER_04 37:01

I've got like the an absurd amount of tinfoil hearts.

SPEAKER_00 37:06

Okay, that's good. All right, so tinfoil of truth, ladies and gentlemen. Is the housing market in Australia about to tank in 2026? Brent, what do you say?

SPEAKER_01 37:20

Yes. Oh, you actually thought you'd say no. No, yeah, I do. Why do you think yes? I think we like it's everything that we just spoke about then, and I think we I'm starting to see it pretty, pretty like raw and honestly in in the open homes and our our open numbers and stuff. Like, it's hard to get a deal, don't man, and we're we're selling houses for a lot less than we thought they were worth. And that's very that that's before yesterday's rate increase. Um, so yeah, I do.

SPEAKER_03 37:48

Ryan, I wouldn't use the word tank. I think it might ease off. But I think as a whole, the property market's gonna keep moving, I think, still well. Um, don't think it's gonna tank, but I think it might ease off a little bit.

SPEAKER_00 38:01

When you say ease off, are we going backwards or we just not going as far as as much gusto?

SPEAKER_03 38:06

So I I think it's gonna be price dependent in what I'm working with. Anything sub 800, I cannot see going backward just due to supply and demand. Then stock in excess of a million, I think that stock is the stock, if anything is gonna go backwards, will be that. Yeah, what do you think?

SPEAKER_00 38:23

Jade, I want to get your thoughts.

SPEAKER_04 38:26

I don't think that it is going to tank. I do think that it may that's the right answer to say I it could drop anywhere up to I think 10%, to be completely honest. But I think that that top end, say between 700,000 to a million, has probably boomed since we had the first home guarantee scheme um changes last year. And I think that those increases will somewhat correct and that sort of price bracket is what's going to drop. I think areas like rural Victoria will continue to grow. Um and we'll just see things start to stagnate a little bit in the other capital cities that have had, you know, huge growth, Brisbane, Gold Coast, Perth have all had huge the last couple of years. I think we'll see that slow down and a potential correction in those states.

SPEAKER_00 39:23

It's interesting. The for the last how many years? 10 plus years, the governments, state governments, federal governments have been giving handouts to first home buyers, right? So whether it be, can you stop rustling your tin?

SPEAKER_01 39:37

It's digging into my head.

SPEAKER_00 39:39

Just put up with it. You got like five minutes, deal with it. The first home buyer, so actually, Jade, run us through the first home buyer uh benefits at the moment.

SPEAKER_04 39:50

So we've got the first home buyer guarantee scheme, which allows you to borrow up to 95% with no lender's mortgage insurance, which means you can get into a property with a nice low deposit. We then have the government scheme where they are essentially your guarantor, they purchased the house with you. So you would own up to 60% of the home and the government own the other 40. You can get into that with a 2% deposit. However, there is a lot of there's a lot of like terms and conditions around that one. Um, and then we've got the first homeowners grant for any properties that have never been lived in, which is $10,000, and stamp duty exemption up to $600,000.

SPEAKER_00 40:43

So this is great. So you've got the shared equities scheme, you've got the governments that are you know allowing people to buy in at a much lower rate with lower deposits, um, you've got cashbacks of brand new builds, um, you've got reduction in stamp duties up to a certain value. So the whole time, the government is basically pouring more fuel on this fire, right? So if the fire is the property market, they're just going, here, more fuel, more first home buyers, just add to it. The thing is, and what they're saying now, is in the federal budget, they're probably going to start um rewinding some of the decisions that allowed investors to get into the market. So they're pulling back on some of the stimulus that was adding to this fire. So for me, I look at it and go, there's no more stimulus coming in for first home buyers. The ones that we're in at the moment might stay, but truth be told, the prices that they're coming in at, no one's buying a house for $600,000. So the stamp duty savings are basically null and void because that no longer is a true figure. And they're not increasing that, are they, Jade?

SPEAKER_04 41:44

Like those they're not so it's discounted up to 700, but it's on a sliding scale. So once you get over that 650 mark, it's minimal.

SPEAKER_00 41:53

So then there's no more stimulus coming in from the government. If anything, they're taking stimulus back from the investors. Um, we're seeing the property market in Sydney slow down. Melbourne, which has been trudging along for a while, has had back-to-back to back months of decline prices. Queensland started to cool off a little bit. Now, Adelaide and Perth are still doing relatively well because there's not a great deal of supply there. So for as long as that demand is outstripping supply, those prices will always go up. But I look at it and I think it's got to be the time now where this market does cool off. Now, I agree, it's not going to tank. I don't think APRA would let it tank, would it? Jay, I think the government would let it go 15-20%, which you might read sometimes. But I do see 2026 um and into 2027 being a very, very tough year for sellers to transact at a level that they thought they could do.

SPEAKER_01 42:45

Yeah, 100%. And going into that 2% scheme, right? I had that one in Officer, they I sold that on Sunday for $6.10. He bought that house with a $12,000 deposit. Yeah. It's crazy. What do you buy it for? $6.10.

SPEAKER_00 42:58

Yeah, really. And he sold for $6.10.

SPEAKER_01 43:00

Yeah. Yeah.

SPEAKER_00 43:01

So they made nothing on it.

SPEAKER_01 43:02

No, sorry, sorry. They paid $5.40 for it last year.

SPEAKER_00 43:04

Well, that's actually that's very good. It's good, yeah.

SPEAKER_04 43:07

Um, I actually think, sorry, just before we move on from that, I think if another thing that's going to take buyers out of the market is if that negative gearing gets scrapped in the budget. I think portfolio investors who are like building a portfolio for long-term growth, it's not going to impact them. They're not going to worry about it. It's happened before when negative gearing's been removed and then it's been put back on the table. So I think they would be able to see the bigger picture. But I do think for your say, mum and dad investors that are thinking of buying an investment property to reduce their taxable income, they won't be as motivated to purchase an investment property, which takes that extra level of buyers out of the market.

SPEAKER_00 43:52

We spoke as well about the uh the Bennett cycle. I don't know if you've heard of the Bennett cycle, Ryan, but it was a a a Economist in the 1800s developed the scale of determining when property prices or the markets in general are going to peak and when they're going to panic. Um, and he's been right for most occasions. He picked the 1929 crash, um, he picked the crash up post-World War II, got it wrong in the 60s, but picked the crash in the GFC, and according to his cycle, which was developed 150 years ago, 2026 is a panic year. Oh, wow. Which means that prices should be coming down. So this bloke who he says that every 18 years uh there's a market withdrawal. Now, the last major market withdrawal was the GFC 2008, precisely 18 years from that time. So um I think it's interesting as a bunch of state agents are rather pessimistic, but um honest. Honest, authenticity, yeah, authentic. Authenticity is key.

SPEAKER_04 44:49

The market recovered quite quickly in the GFC as well, not as quickly as some people would like. And yes, there was definitely a lot of pain, but it recovered quicker than they expected it to. And the thing we need to remember is immigration levels were a fraction back then of what they are today. Housing supply isn't keeping up with the amount of people that we have coming onto the Australian doorstep every week. Um, so there's that competition as well added to the mix.

SPEAKER_00 45:19

I agree, Jade. I think if we do drop away, I think the recovery would be very sharp. It'd be like a V recovery. Yeah. Not a U shape. Cool. All right. So um wrapping up now, did you want to talk anything more about the pay cycle thing?

SPEAKER_01 45:32

Yeah, I do. Yep. Yep, yep. Um, so and you'll be good for this as well. Um I'd love to hear.

SPEAKER_00 45:37

Do you want Jade doing this? We might we might just wrap that up. Jade, thank you very much. Um, really appreciate you coming on. You look good in the tin foil.

SPEAKER_02 45:46

Thank you. And we'll be back.

SPEAKER_00 45:48

Uh oh, I didn't put it on. Sorry. Um we'll be back after this uh with our last segment. Yep. Thanks, Jade. Bye.

SPEAKER_01 45:56

All right, we're back. This segment is gonna be absolutely awesome because we're gonna talk about pays and incentives in real estate because you know, a lot of people um see the big hairy number of you know what agents write and you know what we get paid to sell a house, but there's more more into that than than than meets the eye. So I'll just like go into the way that we pay our team and you know the way we structure our team. Um, but yeah, because Gav did have to run out to an appointment, so we've got Ryan to talk about it as well. Um, so I've got two pet two members in my team. I've got Natalie, who's more of a like a co-agent, and she has been with me for about 10 months now, but has four years experience. Um, she's on a percentage just under 5% of everything that we write as a whole, and she gets, I think it's 10% for every listing that she brings in as well. So, you know, she's on a on a pretty good run there, but you know, she works her backside off, and you know, we continue to increase her pay based on performance and results, which is obviously something that you need to do. And I think if you're a an assistant in real estate and you're working hard and your boss isn't giving you those pay rises when they're making more money, then it's a it's a load of shit. And you know, you should really say to your your boss that, hey, you know, we're we're doing this and we're bringing this in, um, you know, we should be paid a little bit a little bit more than what we are. And then have Carter in my team who's only been in real estate for a year and a half, and he's very new to the industry as well. Um, he's just on a on a base wage at the moment. Um, I'm not involved in that at all. But um, you know, once he does, you know, start to bring a few more listings on board, then he will go into a percentage performance-based salary. Um, but within saying that, he he does get, I think it's 500 bucks for every listing that he generates. Um, but he does not need to do the listing buyer work, doesn't need to do any of that kind of stuff. So it's more just on the phone stuff. And then um obviously we are on a scale which I won't disclose um because we slide and stuff to like like out of curiosity, so for that PA who's on that percentage, yeah.

SPEAKER_03 47:58

In terms of what what they're bringing into the team, or like are they working on negotiations too?

SPEAKER_01 48:03

Yeah, so Natalie and myself, like I just got a message in from Natalie. Um, she's got one of our clients, our mutual clients out that we just sold for, and we need a facilitator sale for him now. Um, she was just with him at that property, just text me an offer that comes through from him as full asking price. So why do I need to be involved in that negotiation? Because like she's literally just messaging me, hey, I've got a full asking price. Um been on the market for uh since uh nine o'clock this morning, and we're already at that level. Um so I won't really get involved in that because I I think that a massive thing in real estate is let you have trust in the people you employ that they're gonna negotiate the best out of that buyer. Because if I get involved, they're gonna think Brent doesn't trust me. But within saying that, I ride their backside like no tomorrow if they're fucking up or if they're not doing it to the best of the ability, because then it's really costing my client money, and they employ us to do that. So, you know, give them the trust and you know, lengthen the lead on them, I suppose. It's probably shit terminology, but do that and then um yeah, they'll um they'll obviously gain trust and confidence and they'll be better off for it as well, which I see it's ripe in the industry, man. Like you might work for someone and then they're watching over them like a hawk and they're just in a shell, like they're in a box, man. Like they're they're a box of their person, they're a shell of their personality. And you know, looking back at my team, I look at look at them and I think they're just themselves and they're full of energy and they're happy to come to work. Where a lot of people in the office, man, I see and I'm like, like I said to someone the other day, I'm like, do you do you like your job? Like, and I generally meant that from a position of like caring because I'm like, you're never happy, like you're never smiling. Like, don't do the job if you're not if you're not waking up and happy and stuff. How do you how do you go about with your team, mate? Because you're pretty new with it.

SPEAKER_03 49:50

So um with our team, like I our office, we're so fortunate with that. Our culture's just that good. Like, we are all so happy to get into work and work with each other. Yep. Um, so I've just got a team of Hallie who's in my team also. So she's on a base wage, and then she also gets a fixed incentive if she's to bring a listing into the team.

SPEAKER_01 50:12

Yeah, and how old's she?

SPEAKER_03 50:14

She is also 22. So and do you guys pitch we're one day apart, by the way. Do you guys pitch together in listings? Always. And like she and I, if she we're in the office at the same day, which is every day, we have the same days off. We go to every single pitch we can together. Yep. First, because I want to teach her to be a gun lister, which she will be, but also that feminine energy that she brings. Same as Natalie Bro. Mate, she grounds the team. We we had an acreage one we went to not too long ago in Langy South, and she connected with with the female, like I feel more, which was so beautiful for like to walk around. Yep. And then when it came to, you know, discussing the strategy and everything else, it was cool that we could work together.

SPEAKER_01 50:55

It's a comrade camaraderie, is it?

SPEAKER_03 50:57

Comaradery, yeah, exactly the right word.

SPEAKER_01 50:58

And I love that with Natalie too. Like I was in a listing the other day, the one that we lost, and we left that listing and she called me and she's like, uh, was that awkward? No, and I'm like, yeah. And she's and I'm like, if I was by myself, I'd be thinking, Am I awkward? But because she's like, she asked me if that was awkward. I'm like, yeah, it was fucking awkward.

SPEAKER_03 51:15

No, dude, every single listing Hallie and I pitch for, yeah, if we don't get a sign up on the spot, we'll jump in the car and I'll drive off and I'll call Hallie. I'll be like, I blew that dinner. I'm like, or like, I don't feel good, like even though it might have gone well, I'll be like, I don't feel like we're gonna get that. And she's always like, no, no, no, we'll be fine.

SPEAKER_01 51:30

Yeah, it's good to hear someone else gets in their own head too. Yeah, but now the other day when she said that to me, I'm like, yeah, that was so awkward. Like I said to this client, man, I was like to, I'm like, you know, talking, doing her thing, and I'm like to her, like, oh, what are your thoughts on that? And she's like, like looks dead at me and says, Oh, I'll talk to my partner about it tonight. And I'm like, like, why am I here, dude? Like, do you want me to sell me a house? Or like, like, like, you just I'll just I'll just I'll just leave now. But um, no awesome podcast, man. Like, it's gonna be awesome to see you from afar grow and you know, do awesome on that you know little peninsula, Frankston Pocket. Awesome place to work. And um thanks, brother. Thanks for having me. I appreciate it.

SPEAKER_03 52:11

Jumping on thanks for having me on board. I've loved it.

SPEAKER_01 52:13

Sick sick crew. And uh well, we'll just hit we sorry, Craig mentioned before, we've hit over half a million views on YouTube. We'd love the support. If you do watch this on YouTube, just click that subscribe button because you know it gets it out to a lot more people, and hopefully a lot more people can learn from the minds like Ryan because he's a superstar and all our other guests here that you know have great insights on the market and just just life, really. So thanks so much for watching, and we'll catch you next week. Peace.

SPEAKER_03 52:37

See ya.