The Real Estate Forum Podcast Series 2 Episode 12

🏡 THE REAL ESTATE FORUM PODCAST | SERIES 2 EPISODE 12 🎙️

In this week's episode of The Real Estate Forum Podcast, we sit down with one of the true superstars of the real estate industry, Khaled Arabzadeh.

As the Director of Area Specialist Rapid and a high performing agent personally selling over 200 homes each year, Khaled's journey is nothing short of remarkable. After immigrating to Australia, he built an incredible business from the ground up, overcoming challenges and obstacles that would have caused most people to give up.

Join us as Khaled shares his inspiring story, the mindset behind his success, the lessons he's learned throughout his career, and what it takes to consistently perform at the highest level in real estate.

Whether you're a real estate professional, business owner, entrepreneur, or simply looking for motivation from someone who has achieved extraordinary success against the odds, this is an episode you won't want to miss.

Whether you're involved in real estate, construction, development, property investment, or simply interested in the future of housing in Victoria, this is an episode you won't want to miss.

👇 Let us know your thoughts in the comments and don't forget to Like, Subscribe and hit the Notification Bell to stay up to date with future episodes of The Real Estate Forum Podcast.

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Transcript

SPEAKER_05 0:09

The Real Estate Forum podcast is back for another episode. I tell you what, we have got a ripper of a guest that we can't wait to announce. But before we do, man, has it been a big four weeks? So, Brent, you were away in the with Sundays for a couple of weeks. Welcome to the podcast. Uh we had Matt Phil in for you. He was a well and good. He was actually, you did a good job, actually, Matt. You did do a good job. But importantly, huge change in your life. The last time I spoke to you, you announced that you were having a kid, which I'm like, wow, that's massive. You've got something that's almost topping that, Brent.

SPEAKER_03 0:45

Yes. A few people have said to me, It's like, God, you don't do uh things in halves. And I said, Well, yeah, what's the point? You know, we we we're here to live our life as opposed to just rock up every day and just mope through. So having a kid, and I'm like, I'm there to create something you know for us and the family. And you know, we've taken that step. And even before the kid, you know, this has been in the pipeline for. Wait, wait, tell us what you're doing. Um, we're starting our own brand called Day House. Um, so yeah, pretty excited about that. I've got a meeting at four o'clock today. Thank you. Um, to go over our final brand concept. So it's it's very exciting. We've got the shop front, we've got the office now. Um, everything's done apart from the final tweaks for the brand. Because I I need that perfect, because I need to sit in that lounge room and I need to say it's the best brand ever.

SPEAKER_05 1:31

So what is it? Day house. Correct, yeah. H-A-U-S, like a German.

SPEAKER_03 1:35

No, everyone says that. Maybe I should have, but no, it's house H O U S E.

SPEAKER_05 1:39

H-A-U-S-E. Okay. So what was the inspiration? I mean, obviously, we sell houses. Yeah. I assume there's like a play on words. Well, what else does the house mean?

SPEAKER_03 1:47

Um, it's a good question. So I left a naming, like, not up to me at all. Like, I paid this guy a fair bit of money to you know create the whole brand and create the whole concept. And he said to me, and I was pushing him about the name, like I'll I was giving them like these stupid names like social house and social this, social that bullshit. And he's like, You can't do that because it's too much about social media. And then he came up with Day House, and I said, like, that's amazing. There was two other options. Um, Day House. Uh porch, porch, yeah. Okay, okay. And then I don't even know what the other one was, but I think with a marketers are smart, man. They give you a good option, they give you a shit option, they give you a medium option. So I'm just like, bang, Day House is amazing, and it makes the other two you know look like crap.

SPEAKER_05 2:33

I do think it's got a good ring to it. I would have gone with something different. I've been thinking I was thinking about this in the shower this morning, and I reckon if I was opening up a real estate company and my surname was Day, I would have called it Day and Night. And that could be my theme song, you know, Day and Night. I don't even know the words for the song. You too, a beautiful day? Maybe that could be that could be your theme song.

SPEAKER_03 2:54

I always I always told Kyla, I said, we're gonna have a beautiful day today. She's like, Oh, I want to be a beautiful day. Yeah, trying to get a ring on her finger.

SPEAKER_05 3:02

What else could you be? Um did you ever watch Always Sunny in Philadelphia? No, never. No, they had the um the day man. No day man. But um no, that's cool. Day house. Are you sure you're shitting yourself?

SPEAKER_03 3:15

To be honest, man, and you hopefully you feel you you always try and read my vibe. I'm I'm pretty chill out in the room. You are pretty chill.

SPEAKER_05 3:21

I um is it the calm before the storm?

SPEAKER_03 3:23

I don't know. I feel like said to someone there, I can't remember who it was. No, the boys chat. I said, God, it feels like I don't have anxiety anymore. It feels like a monkey's off my fucking back, to be honest with you. Um but I've got so much more things to do. Like, don't get me wrong, I've just been like tedious with subscriptions, compliance, AML, all the legal stuff, insurances, like snowed under. But I I liked being under pressure. I think I've performed better when I'm under pressure because I feel like I'm doing something. If I'm I felt I was not busy enough when we were selling a hundred houses a year, and that's why I wanted to do more. So why'd you leave? Um I left because you get given opportunities in life, right? And you probably would have had the same with Ray White, and there might be a portion of a share for a business. And I thought, not that I yeah, I was better than that, and to do my own thing. I didn't want to be a sales agent that had no say in the business, like doesn't see the profit and loss statements, doesn't see where the money's going. You know, I wanted to see all that stuff. I wanted to create my own brand and create an environment where people can actually say, I actually want to work with Brent, um, and and come across with me and we we build that journey together and potentially down the track, you know, they may have aspirations to have their own brand under Day House and and branch that out. It won't be franchise, it might be a few JVs, joint ventures. Um, and yeah, just build my own thing for my for my name and for for my family. And I I was kind of really sick of a lot of people in real estate don't treat people well. Like you might have names written on the wall and they mean jack shit to people.

SPEAKER_05 5:03

So I I we'll have a talk about this, and I think our our next guest, like I want to really enter into that because he's opened up his own company as well. So, like there is this push or expectation at least for agents to be able to buy into businesses, right? And so you've got the for want of a better word, the fat cats at the top that are saying, Well, no, this is what I've created, I don't want people to be a part of it. Do you think that business owners should be more amicable to letting sales agents buy into a business, be part of what they've helped create?

SPEAKER_03 5:34

Yeah, I think in some aspects, absolutely, but then again, my aspirations were bigger than that. You know, it was something not just to have a profit share in a business or something like that. Like it someone said to me the other day, if you're in it for the revenue, you're in it for the wrong reason. And I said to them, I said, I'm not, I could sit comfortably where I was or had other opportunities that come across my table where I could sit there and and cash a check on on the way through, and it wouldn't fulfill my purpose. What's your purpose? Just create a brand, man. Create a brand where people want to work for and really change the kind of stigma for real estate agents and the bosses and the directors and the the real sharks in the world that you can really just see that are in it for the money, and they might have this perception they're about the people, but man, I've like you probably seen it firsthand as well, dude. Like that they're not about the people, and I was, yeah, it's it's I'm sick of seeing it.

SPEAKER_05 6:26

It's funny though, because there is a bit of a I guess a relapse in the industry at the moment where a lot of agents are either going off and doing their own thing or they're just bailing out of the market in in the industry in in completeness. Because right now, like from a Ray White perspective at our office, we've had five people move on from Ray White and either go live somewhere in different states or go work in in car sales or just not doing anything. Are you finding that the moment in this market a lot of sales agents are reassessing where they are in this in this industry?

SPEAKER_03 6:57

Yeah, I think I think so, absolutely. And uh, you know, Natalie, who works in my team, she was straight away, she's she's 100% committed to real estate. Where a lot of people, when you see a market shift, you know, they get out of it. And like Carl had said to me when I was walking in here, that's a hint to the guest that we have on. No way to ruin it. Um, he said to me, mate, I don't want to scare you, but I'll probably want to do it. Like um, it's really hard. So I'm keen to see his side of things because he's done the business, he's had exceptional growth. Like, I'd he'd probably be in top 10 in Victoria for volume. You've already had guests. So, yeah. Well, our guest is coming. Yeah, okay. We'll get to the case.

SPEAKER_05 7:33

It wasn't a tease anymore. It's yeah, full blown anyway. All right, so next thing, I guess, huge news again coming from yesterday's announcement about the SMSF. So self-managed super funds, if you are a if you're someone that's looking to do this and purchase residential property, unless you have the full amount in your SMSF, you can't borrow for residential property. That's a new announcement.

SPEAKER_03 7:57

Yeah, it's crazy, right? I posted a video yesterday about it and I said to Kyla, it's like I'm a politician on social media at the moment. So I just made sure I said I I only comment on real estate stuff because that's what we make bread and butter from. Um and I I was speaking to some guy from is it uh Angus, the commercial real estate or what like sorry, Cameron, his name's Angus Scott, I think. And um, he said, Yeah, you can still buy, but you can't lend against it. And I I just said back to him, I said, dude, like who's got a million bucks in super that they can just buy a house outright? So it's massive, it's one percent of the market, but one in the hundred people, that's still a lot of people, you know. That's that that's a lot of people in my eyes. And we get heaps of people, man. I've got messages 10 minutes ago. Hey, I've got three people self-managed super funds want to buy right now. Do you have any house of sale? Yep, correct. So massive.

SPEAKER_05 8:42

So I it might be one percent, but I think they're looking at one percent of the total national marketplace, which includes like you know, 4.5 million dollar uh townhouses in Turak. So, like clearly they're not buying that kind of stuff with the SMSF. Out in like where we are in in terms of like your entry level, the SMSFs, it's much higher. I'd probably say it's probably maybe 5% of the marketplace.

SPEAKER_03 9:01

Yeah, even 10%, I would say.

SPEAKER_05 9:02

Yeah, even 10%. So it's huge, huge news. Um, and it was interesting that the the Labour government had no intention of doing this. It was only because when it got past the lower house and got to the upper house, that the Greens, who held a very powerful minority, wouldn't support the royal assent of the negative gearing and the stamp duty unless they gave them something else. And they just said, well, the NDIS was one to push that back, and also then this around this SMSF. So not only obviously have investors now been hit with no negative gearing, the change to stamp duty, but now also if you've got an SMSF, you've got 45 days to buy something, otherwise, you can't borrow. Yeah, that's huge, man. It makes a huge game changer.

SPEAKER_03 9:47

And uh it it always trickles back down to the renters, man. Like no one thinks about them.

SPEAKER_05 9:52

I don't know why. Like, I was listening to the Greens, and like I I actually follow the Greens on Instagram, I actually support a lot of their policies, and people laugh at me when I say that kind of shit, but I actually do support a lot of the greens, but they're just so hell-bent on getting first home buyers in, which is great, but they're completely neglecting the people that will never ever be able to buy. And I was just your tenants that will forever remain tenants.

SPEAKER_03 10:12

I was doing my research the other day. I know I act like I don't do much for much research, but I You've been getting good at this. I actually do a little bit at well. When I was away, man, how much on the hold on? You can't do anything. You go to bed at eight, wake up at five, and then the rest of the day you do nothing. So this this first home buyer, she was saving up for a deposit. So she had all of her savings, put it in a um what's it called? Uh, not super bloody uh stocks. Yep. And then now she gets taxed on stocks. Yeah. So she's she's put all of her money there to save to buy a house as a first home buyer to get ahead quicker, and now she's getting taxed on the savings, which are supposed to help her buy a first home. Yep. Like that's ludicrous. Yep. Ludic.

SPEAKER_05 10:50

Yeah. Mental. Yeah. Um, anyway, let's take a break. Yep. Um, and we're gonna come back with our very exciting guest. I can't wait. Same.

SPEAKER_03 10:59

All right, welcome back. We'd like to quickly thank our sponsors. We've got Sharon, the beautiful lady from Style, with us, and we have a Douglas from Adaptive Fire and Electrical, and also Jade from Eleven Financial. She was on a plane, um, but apparently she her flight got delayed or something. Um, but she'll be on next week. Uh, been dealing with her a lot lately. Um, she's probably sick of me, to be honest with you. And then we obviously have Craig Aphilis, producer of he he always tells our guests it's the number one podcast in the universe. And uh he cracks his shit when we say that. Um he's good for it. What's that podcast called? The Real Estate Forum Podcast. Uh today's guest, as Gab said, like this guy's an absolute superstar. And it was on Saturday, and uh he sent me a congratulations message about um starting up the new brand. And I just sent back to him, I said, Oh, dude, like you should come on the podcast. Like, you still over 200 ounces a year. I should have asked you before, but um it just popped into my mind, and you know, as a true gentleman he is, he he jumped on straight away. It's Wednesday now and he's here. So, yeah, today's guest is one of the most impressive stories that I've heard in real estate in a long time. And I think about my own um upbringing into real estate is you know, we're born in our local area and we know all the people and the families here because we've we've been brought up with them as well. So, you know, someone like Khaled, he came over here in 2010. He was uh born and raised in Iran and moved over to Tasmania uh where he studied health. And then in 2020, he moved over to over to Melbourne to actually start a career in our great industry of real estate. And you know, fast forward now to 2026, he's now the founding and managing director, of area specialist rapid out in Nari Waran there, and he's leading one of the one of Melbourne's highest performing teams, and he's personally selling over 200 properties. You know, that within itself is you know absolutely amazing. So I cannot wait to you know showcase his skills and how he actually performs at such a high level, and he's such a he seems so relaxed and such a relaxed human being, which is really awesome to see as well. So please welcome to the podcast, Carl Ed, mate. Thanks for coming on.

SPEAKER_02 13:04

Thank you. That was quite an introduction. Yeah, thanks.

SPEAKER_03 13:07

Really appreciate it. It's good to be here. Usually I read him like all the way off the script, but that was a little bit half half. So, you know, that was good, man. I've known you for a yeah.

SPEAKER_05 13:14

How does that how does that feel that when you just read that out?

SPEAKER_02 13:17

Oh, like you know, I don't hear that a lot, so just work, work, work. It was good.

SPEAKER_05 13:23

Yeah, can I just ask though, like, so your name that you've got area specialists, it's rapid. I must say, I feel that's quite appropriate for your ascension that you're able to uh achieve over the last six years. You moved from Iran to Tasmania, which I think is a bizarre move in itself of all the places you go to Hobart. I wouldn't say that. It's bizarre, and then from Hobart, you come to Victoria with the sole intention of being in real estate, and in six years you've gone from a nobody with what Mr. Brent Day said just before, no connections, well at least like home ties to being one of the most successful agents in the entire Southeast.

SPEAKER_02 14:06

Six years, that is rapid. Look, I wouldn't say that, I don't see myself at that level um yet, just another agent. Um but yeah, I I think it's just putting your head down and doing the work that you're supposed to do, basically. Yeah.

SPEAKER_05 14:21

So I mean, people work hard, they work hard and they don't get to the point where they're doing 200 sales a year. What did you do that you were able to create such a high profile brand?

SPEAKER_02 14:35

Well, uh I just like Brandt mentioned earlier, um when I was walking in, if I go back, would I do it? Probably not. Real estate? No, I mean transition into area especially rapid, yeah. I probably would have stayed, yeah, yeah, I would have stayed as an agent. I would have made a lot more money. But it's not always about the money. I wanted to change a few things in real estate that when I first moved to Melbourne, I was like, oh what agents are walking up so late. That they had a probably late night and they got up and just chuck on some suit and show up at the open home. And I'm like, I can do better than this. And then I reckon observing the other agent, what they're doing, and picking up their mistake, and like, okay, I'm gonna change a few things. And that's exactly what I did. You know, being on time, being disciplined, and having targets. So I've got a daily target, a weekly target, a monthly, and every three months, six months, and four months. I know I need to hear it.

SPEAKER_03 15:40

What's um when you say your daily targets, what's that what's that kind of entirely?

SPEAKER_02 15:45

So now that I'm running a team, it's not so much about myself because obviously those people that joined the company, they were like, you know what, they want to learn how I do things and um making sure the teams having that time with me and um learning the things that on a daily basis that agents actually need to learn. I think just earlier today I put a story then and I was like, I wish there was an academy that instead of just getting a certificate at least one or two years, agents go out there and actually really study real estate. Not just get a certificate in two weeks, three weeks. Nowadays they get it in a week. I can't believe it. And in a tough market like this, agents no wonder they'll struggle. So if it's a bit tough to get in, because I really believe what comes easy will go easy.

SPEAKER_03 16:33

I think with um it would actually benefit the industry so much too, because sometimes agents get their certificate in a week, go into a job role which is fast-paced, it's negotiations, it's really a cutthroat, and then they leave quickly and they have a bad perception of real estate. But if you've done a one to two-year academy apprenticeship, four-year apprenticeship, most people do in every other trade, you'd be like, Oh, you know that you want to do it, and then you actually have to earn your stripes before you get put on a facable board, before you get put on the website and stuff like that. Yeah, you know, so I a hundred percent agree with you as well.

SPEAKER_02 17:06

I I just realized I didn't answer your question. Um my daily goal is I have to make 10 phone calls before I get to the office to off the kids, so that's a good time between me going through the traffic by the time I get to the office. This could be inquiries, this could be with regards to the extension on finance sort of thing. And I at least need to talk to 30 people during the day. Okay. This is not the business that I already have. It's people that I got on my phone, yeah, and if I tell you something crazy, I don't have a database. Really, I don't have a database.

SPEAKER_03 17:39

Calling your phone.

SPEAKER_02 17:40

Whenever I want a listing, I pull out my phone, I know who to call. Because genuinely, sometimes when I go out there and I see vendors, if I really think it's it's not good for them to sell, I'm telling a lot of people not to sell now. I mean, if you're not desperate, don't sell. That actually builds a trust. And when the market actually picks up, if I need business, I'll be calling them. Like, you know what? Market's so much better. You would meet hundreds of people in a week, in a month. If I'll be honest, it's not that I'll call every single one of them whenever I need business, because I save the contact in a way, like for example, um, Brent called me to sell his house and get an appraisal at least. I save the date, the price that we discuss, and I just go back like two years later, who did I talk to? Appraisal, and I'll put the hashtags that all come up, and I'll rate them out of ten. Simple. That that that's my on books? What do you give them Brent? Ten.

SPEAKER_03 18:43

No, that's that's I'm sitting here, I I'm doing that now. Bro, save a number in your phone is what you told him price. I go out the house and fuck, what did I tell this person price two weeks ago? Yeah. Like, that's embarrassing. It's not just that. I'll put a lot, hell a lot of how many contacts are in your phone. Yeah.

SPEAKER_01 19:00

Whip it out. I don't know how many contacts are on your phone.

SPEAKER_02 19:03

I don't even know how many. We're gonna find this.

SPEAKER_05 19:05

How many contacts? Let's do this actually. How many contacts are in your phone?

SPEAKER_02 19:08

Oh, yeah, yeah, yeah.

SPEAKER_03 19:10

I know what I used to have. I think I've been deleted out of most of them.

SPEAKER_02 19:13

Um 11,221. Wow. Yeah.

SPEAKER_01 19:19

Really? I need to catch up. Yeah. I didn't.

SPEAKER_05 19:22

I mean, you've been here for six years. I've been here for 36 years. Like I I've only got one extra 5,000 head of you, mess not that much.

SPEAKER_03 19:28

And that's awesome. What do you got? Uh I used to have over 20, but what do you have now? I'll tell you later. Oh, tell me now. I'll get incriminated. Well, this is not fair.

SPEAKER_01 19:39

But I tell you, I think you're incriminating. I have none. I have none of my phone.

SPEAKER_02 19:44

But when I was doing more of a sale, what I used to do, every single inquiry, I saved their number.

SPEAKER_03 19:51

It's powerful, man. Yeah. When they call you back.

SPEAKER_02 19:54

I get calls now. Yeah. They don't know. I'm like, oh yeah, 7:30 budget and 2021. This is good. There must, there must be selling. Or like, yeah, okay, how you going? Yeah.

SPEAKER_05 20:04

Did you add you add more to it? Because, like, I mean, your Scarlett, how do you say your surname? Uh Arab Zadeh. That's how I would have said it. That's how exactly I would have said it. There wouldn't be too many of those in the world, I'd imagine. Um, but there are a lot of Mandeep sings or John Smith. So I have a lot of those on my phone. Stupid me, I didn't put notes next to them. Do you put notes next to all of them?

SPEAKER_02 20:25

A lot of notes. Yeah. Sometimes I write stories. Yeah, really? Have I come across them? Yeah. What they said. Something that I can remember about this person. Because having that many contacts, imagine how many Andrews I've got. You know, Andrew Smith, for example. I've probably got 10. I need to actually put different notes to remember each different phrase.

SPEAKER_01 20:45

Photos as well? No. Would that be the next of a could you get your selfie to them?

SPEAKER_05 20:49

So Brent Brent Day.

SPEAKER_01 20:52

Oh, how many Brent Days are branding a photo photo? I don't go to that extent. That's clever though, because you when you say you don't have a database, you actually do.

SPEAKER_05 21:02

Your database is just on your phone. On my phone.

SPEAKER_03 21:07

So what's your system? Like RePIT or something? Age your box?

SPEAKER_02 21:10

Uh no, we uh Zen U.

SPEAKER_03 21:12

And they just that's all you where you just where you load your listings on there? That's it. No databasing. I don't use the database too much. I might text people from it.

SPEAKER_02 21:19

But I'll probably have a few in there, but yeah. I don't get a chance to have a look at it. Like it's all on the phone. Technology, right?

SPEAKER_05 21:26

So what were your KPIs before you had a team when it was just you as a solo agent starting out trying to be an aspirational guy? What was your KPIs? You seem you're quite disciplined.

SPEAKER_02 21:36

Um you mean when when I was working at a previous company.

SPEAKER_05 21:41

Yeah, when you're a sales agent, solo sales agent.

SPEAKER_02 21:43

If I tell you this, you probably won't believe it. Michael can confirm this, yeah. I don't look at KPI. Um KPI as a number, are you talking about the dollar wise?

SPEAKER_01 21:50

No, well let's go KPIs, numbers. Numbers, yeah.

SPEAKER_02 21:54

I can't remember to be honest. I don't know. Did you have them? Yes, of course. Yeah. So um At least I think three properties I had to list. Okay. I put something under contract every week. When the market I think market picked back in 2021, 2022. Because when I got in, it was it was a bit tough. But then that was when it actually got better. Um to be honest, I can't remember the KPI back then.

SPEAKER_05 22:20

What are your KPIs for you guys now?

SPEAKER_02 22:22

Your team. That's the goal. Of course, the market is tough, but sometimes they get the listing, sometimes they sell something. But gotta be understandable with with the current market. But we go through it every week. And that's that's it.

SPEAKER_05 22:44

Let's one list all so on.

SPEAKER_02 22:46

Exactly, yeah. But nothing around calls, nothing around calls. Of course. So if you want to break it down every day, at least 30 connects, at least doing an appraisal, at least doing a private inspection. This is all within their schedule on a daily basis.

SPEAKER_03 23:00

Yeah. And uh I that's what I've gone back to now. Like there's 20 connects every day. Like this morning before night at a 9 30, I'm just walking up and down back at the fact that's unbelievable. Back at the factory getting a coffee. If they don't answer, I send them a voice note. I'm massive on voice notes at the moment. They don't answer, hey, it's Brent. Yeah, and just send them a voice note because that's that you they all they read them and they disappear. That's a connect to me. Like and just get them out every day. I don't care about anything else.

SPEAKER_02 23:27

No, then yeah, I can actually see that they've seen it. Yeah, yeah, yeah.

SPEAKER_03 23:30

Yeah. So I think it's powerful. And that's just all it comes down to, man. Like what do you do you track anything or you just work?

SPEAKER_05 23:35

No, yeah, we track definitely we track and I just work. No, I just sit in my pants. I'm flying through. Um, I know I'm I I do, I I I do track things, but I also do work. Um I'm intrigued because I can't stop looking at the top of your right hand.

SPEAKER_02 23:53

It's just my right hand.

SPEAKER_05 23:55

Wait, I guess. Yeah, exactly.

SPEAKER_02 23:59

What does it say? So, funny story with this one. It says, success is never owned, it is rented, and the rent is due every day.

SPEAKER_05 24:08

Say it one more time. Say it one more time.

SPEAKER_02 24:10

Success is never owned, it is rented, and the rent is due every day.

SPEAKER_05 24:16

That's tattooed on your right hand. What's the funny story behind it?

SPEAKER_02 24:21

I never wanted to get a tattoo. The funny thing is, when I was in Tazi, I actually applied for every single agency in town. I did multiple interviews. I mean, I was happy to keep on doing that, but then I think the last interview I did, um, they ended up hiring someone like oh gosh, I can do better than that. Like, why not me? But at the same time, I'm not sure if this is appropriate to say or not, but Tazi is still, I I I don't think it's so multicultural like here.

SPEAKER_03 24:57

It's racist. I knew you were gonna say that.

SPEAKER_02 24:58

I wouldn't say that. I wouldn't say it's a lot of things. Oh, they're they're lovely people. They are, they're lovely people. But I mean, I don't blame them. I don't blame them when there's not not a multicultural state. If there's not many Afghan and Indians to sell their houses, like I'll pop, they probably think I will struggle dealing with some Aussies, right? Um, and I pulled up in, I was like, you know what? I'm leaving. I was never gonna come to Melbourne. I said, because uh my mom was living here, I think she came two years earlier than me, and she goes, Well, you gotta come here, we gotta be together. Like, no, I'll I'm not gonna do it. I hated Melbourne.

SPEAKER_03 25:33

Yeah.

SPEAKER_02 25:34

But I I just found myself after that interview, I was like, no, I'm actually leaving. Yeah. And when I came here, I found it very difficult to get a job. Like, maybe it's not for me. And then funny enough, I met I met my previous director through one of the open homes, and he was he was being weird. Like telling the buyer to piss off because he was he didn't have his license on him. Like, you don't talk to people like that. And then I ended up working for him for like bloody four years. Best four years of my life, right? I learned a lot of things, and um, that's how I got into real estate, but then I saw there's so many agents. This is a reminder for myself back when I actually got all like, you know what? I actually need to be disciplined. Because if you let go of one day, skip one day, you're behind two days, then you always need to catch up.

SPEAKER_03 26:22

Yeah, a hundred percent. And that goes with like this is like sounds weird saying this, but when I'm at the gym and you might do 10 reps, and if I do eight, yeah, I say no, I'm not I'm not starting guilty. I'm not starting my day as a loser because if I give up here, I'm gonna give up on a a deal, I'll gonna give up on getting my 20 Kinects, and I'll just make sure I go back and do it. That's it because you can it's easy not to be disciplined. Exactly. Um, but the little things count, man. I've got 20 connects a day, literally got me from when I was doing 50, 60 deals to 100. Just 20 Kinects a day. And I'll write them down. I've written them down in my phone now. I think I've got 12 in there at the moment in my notes, and I'll write them down every one. Because it feels like the little wins. And I feel like when you start a business, like fuck, I'm not doing anything. But if you can tick that off every day and go home and be accomplished.

SPEAKER_02 27:11

I share something um unique actually. Yeah. Before I go to bed, like funny man. I I don't get up at 7 o'clock, I don't get up at 6, 7:30, 8, I get up. And um before I go to bed, 12 o'clock, 1 o'clock, I schedule at least 10-15 messages for 8 a.m. Yeah. So when I get up, hey, you're still thinking of selling? Are you still proceeding with this? When I get up in the morning, yeah, I'll call you at 11 or my appointment's already there. So if I do, even if five of them reply, that's could be an extra offer or another appraisal. Because during the day you get carried away, especially you now, that you'll be running a business, you'll probably understand that it's not just about selling houses, it's just so much more to it.

SPEAKER_03 27:56

My reminders are stacked, man, today. This is reminders by fire.

SPEAKER_05 28:00

Yeah, not bad considering you're unemployed.

SPEAKER_03 28:02

Yeah, I know. Unemployed. Um, you know, that's I'm I'm sitting here and I'm having like a pinch me moment, man. Like when we started this podcast, we'd done it to give people the opportunity to listen to people that are in positions that they aspire to be in. And I'm sitting here with you two blokes, I'm getting absolute gold nuggets from Car Led. Like, I'm sitting here like a little kid at school and like an AFA player's coming to someone. Like, and I hope the audience is out there just getting all this advice and knowledge from Car Led because the shit he's saying is fucking powerful, man.

SPEAKER_05 28:34

I thought you said you're getting gold from Car Led and absolute shit from Car.

SPEAKER_03 28:38

Yeah, get all the Gabs saying they're good to you in Tassie if you're white.

SPEAKER_01 28:43

Exactly. Well, I'm I'm not sure. You didn't confirm any of that, by the way. That's me saying it.

SPEAKER_05 28:48

That's completely me saying it. Now, I one thing I will say though, I I love some of your rhetoric that you use, and I think this is powerful that people don't really pay enough attention to as agents. If you are going to a listing presentation or you're meeting with someone, some of the words that you've used, saying something like, let me share something with you, really powerful, or allow me to tell your story. Back, those kind of words, when you're at a table and you are trying to persuade or influence an owner to sell their possession with you and not four or five other agents, these small words are so powerful. And the fact that you just said it in natural conversation says to me that you are a well-oiled machine.

SPEAKER_02 29:31

I probably don't notice it before.

SPEAKER_05 29:33

That's exactly why it's become instinctual. So if you can tell a story and if you can share it in a way that they feel like they're almost like, let me tell you a secret. You know, like you're leaning in, you want to know more. That is really powerful. So you're doing innately, which is a credit to you. People that don't have that ability, I think they have to work on that dialogue and that rhetoric. But the fact is that you've got it down pat Khaled, that's incredible, man. I mean, it's English wouldn't be your first language, be farcy, right?

SPEAKER_02 30:03

Yeah.

SPEAKER_05 30:03

Um how do I know? Because you're from Iran. I suppose, yeah. You would talk fast. You wouldn't know Brent, would you?

SPEAKER_01 30:11

No. No.

SPEAKER_05 30:11

So how would you know? Oh, I'd he's intelligent.

SPEAKER_01 30:14

Good guess. He's intelligent, bro. Lucky guess, yeah, well done.

SPEAKER_05 30:16

But the fact is that you've got that down, Pat man. That's really impressive. Um, talk to me then about your dialogue because when you are doing 200 plus sales, how do you respond to people? And I face this as well. When people say, Oh, Caleg, you're too busy, or are you gonna pay enough attention to my property or my campaign or or my needs? What do you say to them?

SPEAKER_02 30:41

I mean, being transparent, being honest, and then that's the biggest thing you can do when you're talking to someone, because I truly believe every phone call is a privilege. Because sometimes when we get too busy, we're doing that many numbers, we're like, oh, I'm so tired of this. Yeah, but then I remember the first day and I'm thinking, oh, who the hell is gonna sell their house with me? Who the hell am I? I'm just a loser. So getting that very first listing, my intention was to just to be transparent. At least they know there are times that we all list properties overpriced. But then I tell them, this is the comparables. Yeah, if you want to try this, I'm happy to do it. Yeah, you want to try three million, the property worth 500,000? I can't care less. I'll do it for you. Yeah, yeah, be honest for them. Yeah, uh as long as you know where the market is, right? Um, I truly believe when it comes to what what you mentioned earlier, um what was the question again?

SPEAKER_05 31:40

200 deals or something. How do you like it? The question that is about so many deals.

SPEAKER_02 31:48

Yeah, I don't have time. Do you have time? Are you too busy? Good. Actually, this happened a couple of days ago. Yesterday, sorry. Yeah, I got an email. We did the appraisal. She emailed back. Uh, I spoke with a few other agents. She didn't say the other agent mentioned it, but that that's a line that a lot of agents uses. Your agent is too busy. He doesn't clearly I say, look at my medium size price. I look at our results. If my assistant are doing those sales, they're better agent than the ones out there. Yeah. Of course. Of course, I have time for your campaign. Put your team. But we're running, we we're gonna we're gonna manage this as a team.

SPEAKER_03 32:26

We're gonna go to a quick break. Craig's got a question for you after the break. We've got to quickly throw to a break and we'll we'll be back with more of Khaled soon. Sure.

SPEAKER_05 32:34

Khaled is with us at the moment. I'll tell you what, it's I've really enjoyed this. And for a guy that's writing 200 plus out, there wouldn't be many people on the planet doing those kind of volumes, and we've got one of them here in the shed. Now, our fearless producer, Craig, has been pointing and gesturing and saying, I want to ask a question. I want to ask a question. So he's actually gone out and he's purchased his own microphone, which is the Craig mic. And I think it's just for this one question, Craig. Fire away.

SPEAKER_00 33:02

First of all, Khalid, thanks thanks a lot for coming on the podcast. Thanks for meeting me. We really do appreciate it. Um, you're sitting with obviously, you know, two agents that, you know, one's writing 1.5 million, the other one's writing 3 million, um, and you're writing multi-million yourself. When a new person comes into real estate, because there's a lot of listeners that we have who are just new to real estate and wanting to get into real estate, how do they how do they do the KPIs that you're talking about, like you know, 20 connects a day? How do they do that when they come into real estate with nothing?

SPEAKER_02 33:44

Um I mean the simplest answer will be that's the very least they can do. I mean, if they're getting the script, if they they're getting the training, doing 20 connects will probably be almost very possible for any new starter, wouldn't it? A couple hours. Yeah. Yeah. Yeah.

SPEAKER_03 34:01

Yeah. And and you mean like sorry, Craig, do you mean like how would you get those connects as well?

SPEAKER_00 34:08

Like Yeah, like like for example, um yeah, how do you how do you get people's numbers, for example, to call? How do you how do you you know start your database when you're starting from nothing?

SPEAKER_02 34:20

Yeah. Okay, yeah, first of all, we have this thing I'm sure we'll be the same with you guys as well. Uh finding a patch that they're comfortable in. And then all the services like, for example, ID for me, Price Finder. And if anyone else that was specializing in that particular patch previously, they get all the leads and everything. So they follow up with the people that already know about the brand. And um simply just yeah, ID for will be the best place to start with.

SPEAKER_03 34:49

Yeah, a hundred percent.

SPEAKER_00 34:51

Yeah, that's great. I mean, that's that's you know, the stuff that people are wanting to know. Like how you know, it's all right, you know, if um if you've been in the industry a long time, or when I say long time, four or five years, but um, how do you actually start in this industry? And I notice, Gav, you do a lot of sponsorship. Does that help your business?

SPEAKER_05 35:10

It is, yep. Um, and it's a levels thing, it's a marketing thing. You know, if you've ever bought a car, right? I'm not so sure if it's gonna necessarily apply the colour because he owns a Lambo. Um, but if you ever buy a car, right, and say it's a green car, then you start noticing the same damn green car. Yeah. There's a psychological thing about that, right? So um from a marketing perspective, when you start off, right, it's just about getting your face out there, contacting, connects, that kind of jazz. But then as you progress through the marketing levels, you want to have that association. That say, for example, Called comes to an appraisal, and then the next week they see him on a signboard. Oh, that was that called Ed guy. Oh, and then he sees him on the back of a bus. Oh, that's Carl Ed. And then it's like you might see him at the theaters, oh, that's that guy again. Geez, he's everywhere. And so by the time they go to make a decision about who to go with, they're seeing Khaled three or four times outside of the one time that Called's actually seen them. So it's a it's a level of marketing that's really, really important. Um, but that's, I guess, for the agents that are now like five, six hundred thousand dollar agents, that's what you have to strive towards is levels of marketing. But when you're starting out, it's just connection and relationships, right? Boys, am I am I wrong in saying that? 100%.

SPEAKER_03 36:22

I remember I sent you a video. Did I send you the video? Yeah, I did. If you're a fly still cracks me out to this day, I threw it past the bus and it was like number one agent, and it had like hardeep on there, and then on the back of the same bus, it's like a number one agent in color head, and I'm like, bro, how many number one agents are there?

SPEAKER_01 36:40

It's just some Middle Eastern eagles. Don't worry about it. Or number one. Did you did you I've been in the theaters?

SPEAKER_05 36:45

Have you seen my advert in the theatre? No. So I put that in about six months ago. Yeah, if you get the chance, go to the theater. Actually, rock up a little bit more than adds. Fountain gate? Yeah, Fountain Gate. Um it says, yeah, I said I'm actually number two.

SPEAKER_01 36:57

That's funny.

SPEAKER_05 36:58

That's yeah, that's catchy, actually.

SPEAKER_03 37:00

Yeah, yeah. What um do you know any? Do you know how much what would you roughly spend on marketing a year?

SPEAKER_02 37:06

Oh god, don't ask me that.

SPEAKER_03 37:08

Roughly.

SPEAKER_02 37:09

I would say at least 300,000, at least. See, yeah.

SPEAKER_03 37:14

If you're listening to that, you're not spending enough on marketing. I'm not spending enough on marketing. I'm about to spend an absolute truckload on marketing because I believe in it. Like, I'm not gonna say exactly what I'm doing because a lot of people don't do it. Have to tell you boys, but um, yeah, like heaves of marketing, but different, like uh like network marketing, like um not your standard marketing, yeah, like tapping into paying for ads and wordings and all that kind of stuff. But 300 grand, man, that's awesome. And obviously, I see you everywhere. Like you'll probably see him everywhere now because you're sitting here with him.

SPEAKER_05 37:48

435,831 dollars and forty nine cents in the last year.

SPEAKER_03 37:51

So you spent half a million dollars basically. 435, yeah. Wow, good on you.

SPEAKER_05 37:55

In 12 months. 12 months. He pays back. Yeah, it should. So you should be spending That's 12%. Probably you want to be spending between 70 to 80 percent. What? Um, like as in like putting back 70 to 80 percent to your business. So then you've got a profit margin of about 20%.

SPEAKER_02 38:11

But wait a minute. So you you're running a you're running an ad in Founding Cinemas, yeah. They're not supposed to do that because I'm running the same ad. I only allowed to have one real estate agent. Here we go. Something's wrong here.

SPEAKER_01 38:24

All right, well the two ones. There's two bugs. You have one, I'll get the other one. Like, are you sure? Yeah, terrifying. Yeah, did they tell you the same thing? Like, only one agent. I don't know. I don't know they took two minutes. I don't know, too.

SPEAKER_02 38:37

Um I don't remember because if they've got anyone else, um I'd like to be exclusive. Like, if you want to do it, I'm happy to pay the money, but it's gotta be me. You can't have five agents rocking up every 30 seconds of village cinemas getting a phone call for his hands.

SPEAKER_03 38:51

He's gonna drive his drive his car through the cinema.

SPEAKER_05 38:56

The good thing is though, I I feel like I'm I'm lucky because I I'd I think you'd kick my ass if you were my area. So you have more like Hampton Park, Nari, Hallum, that kind of area. Would you like to?

SPEAKER_03 39:06

I got up against you a bit. Or used to, not lately though. Like Cramer, Cramer North. I don't know. Maybe yeah, you can't.

SPEAKER_02 39:13

You wouldn't know because you're kicking your ass too. So yes, probably probably. I look we've been and lose, it's it's yeah, I mean, if if you learn something with each appointment that we have, oh, it goes a long way. Sometimes if I don't get the business, I actually prefer not to get it. But because if you got too much on the plate and you can't service, it's not good. I was I was at that stage, I think about six or seven months ago, had that many listings sitting off market. And with five or six agents, we had 50-55 on the market. I couldn't put more on the market. And then you're not servicing those clients. But then asking why I didn't get the business, I love that question. I I I ask every single vendor that I lose, I was like, why is that? And at least 90% of the time it's the commission. Yeah, it's just I I I always say if if something taking me from my kids and my family, and I do real estate like crazy. Seven days a week, yeah, late night, early morning. And if I'm doing that, and if I want to compete with someone who's no offense, Uber driver and doing real estate, it's not fair. So I can't go at that level. So if you pay me, I make sure I work, I bring my team, I bring the brand, make sure you get the best outcome.

SPEAKER_03 40:39

There's a guy in uh my my marketplace that I think is a plumber and he's a real estate agent too, charging him one percent.

unknown 40:45

Wow.

SPEAKER_03 40:46

And so and like you can pitch your you can pitch all you want. And sometimes, like, not for like this, not being artistical, but I'm like, guys, do I really need to tell you why we're different? Like we do this full time, like you see the results, and you can't do this part-time, it's hard enough to do full-time, man.

SPEAKER_02 41:02

Yeah, it's it's crazy. I mean, yeah, if that guy working for a brand, if let's say 50-50 and 1% of the median sale price is 800, that's six thousand dollars. How many sales is doing? Yeah, it's crazy. If you're not focused, you're not you can't do if you're plumber and real estate agent, you wouldn't be doing more than 30.

SPEAKER_03 41:18

No, no, I think it's 10 as a whole company, not even 10.

SPEAKER_01 41:21

Seriously, yeah. Better off not doing it. Do you see the commissions are being challenged across the board? Oh, hell yeah. What do you what are you saying?

SPEAKER_02 41:30

Oh look, I I reckon it goes by the suburb now. Like, for example, we mentioned earlier Clyde North. I I actually prefer to stay away. One percent club. It's it's just free marketing, one percent. I mean, general authority. I'm like, I I just can't do it. It can't be in your favor, everything. I mean, other agents doing it, there's a red flag, really. You can't see it. They're desperate. Yeah, if you want a desperate agent, I charge you one percent. I put someone on, they can show up twice a week. And if you sell yourself, you don't sell, I can't care less.

SPEAKER_05 42:02

So, this is actually then to the next point about the current market and how we're talking about the exodus that's happening at the moment with agents moving out of the business. This market, I love. I love. And if you're watching this and you are a younger agent, Khaled, you mentioned that you started off in a tough market. This is when you can cut your teeth. If you can get through this next period, there is a gold mine waiting for you next year. Yeah, there is a goal, this market turns, and I've seen it time and time again when the market drops away and there's an upterm, it is a gold mine because vendors are priced correctly. A lot of agents, shit ones have vacated the the industry, and so there is just an influx of buyers buying your properties that are selling. And if they if you're still around, man, you make you make good money. This is I love this market. Oh, yeah. I love this market.

SPEAKER_02 42:53

Are you are you getting more calls in now?

SPEAKER_05 42:54

Yeah, yeah, you see. Yeah, the problem is though. Yeah, you get 50 something listings and you're like, I can't handle that. You're actually saying no to people now. Exactly.

SPEAKER_02 43:02

Yeah, but they appreciate the agent that actually got the market share and doing well. This is the time they will actually be really appreciated. Before, we're like, oh, somebody else will do that 1% of 1.5%. Now they were like, okay, I need a good agent to sell.

SPEAKER_05 43:15

Correct.

SPEAKER_03 43:15

I got no profile anymore. So if you want to sell gas, call me.

SPEAKER_05 43:18

Fred, you do have a profile. But then in saying that, if you were an agent that's starting out, um, I think there are a lot of vendors that would really appreciate passion and hustle. Yeah. And if you can demonstrate passion and hustle as a young agent starting out, especially in this market, then you will succeed. And when the market does turn, you'll have a great time.

SPEAKER_03 43:38

Oh, yeah. I'm super excited to restart this new brand now because like I know there's agents out there that want me not to succeed, and they're going to be doing everything desp desperately. Desperately to try and beat me.

SPEAKER_05 43:49

Who wouldn't want you to succeed? Everyone talks well of you.

SPEAKER_03 43:52

Yeah. Um, and like I I just I can't wait to go into a lounge room and just be like, I'm the best person for you, and I'll Do everything I can to get you the best price and I couldn't care for any other agency because this is what you get and you know.

SPEAKER_02 44:06

I think you you mentioned earlier if you go against each other, um I I I don't know if you do, but I reckon, in my opinion, to be f to be frank, you'll be privileged to go against someone like you or Gav.

SPEAKER_03 44:19

Thank you.

SPEAKER_02 44:20

Because because if you're someone that coming in that low, you don't know what to do. But if if I know, if I leave, Brent's gonna walk and like, you know what? Best of luck, you let me know how you go, I'll follow up with you tomorrow. Yeah, because I know they're gonna they're gonna pick either me or Brent or Gav. There's no problem. They're not getting a low baller, they're not gonna have the hard time of you know going on a market and not selling.

SPEAKER_03 44:42

And you win it, you you win or you lose it fairly as well.

SPEAKER_02 44:45

It's good, yeah. You feel good at least. Yeah. If I lose still like, you know, yeah, he's a good guy. Yeah, good.

SPEAKER_01 44:50

Yeah, probably makes him feel better. Yeah, yeah. Do you um do you have a good relationship with agents in your area?

SPEAKER_02 44:57

Um, I don't communicate too much. Um, obviously I know everyone. You do, yeah? Yeah, yeah. But from afar? Yeah, yeah, from afar. Just I mean, realestate.com is uh social media, right? We can see who's popping all the time. And um, but yeah, I I keep a really, really good relationship. If there's something wrong, I give them a call. Say, hey, why we're doing this or let's do it this way. And my biggest competitor in the area, um I had a few phone phone conversations. I was like, you know what? If you're going that low in commission, I mean, you know where where I'm sitting, going that low, at least come a bit higher. I'd you know that I'm not gonna go that low. It's good for you, it's good for me. Yeah, and I could see from that point onward, actually, it was it was a bit more fair. The only one that was winning is the you know, the the consumers, like you were like, I go to Carla too high, I go to the other gentleman is too low. Yeah, yeah, good for them, good for me.

SPEAKER_03 45:48

And we've dealt with each other from a real estate level a couple times. Yeah, he tries to buy the good properties, bro. I'm like, fuck, bro, I'm so sorry. Like they've all got offers on it. Oh my god, bro. You like um we've got all these other offers, and there's just like I made a good offer though. On which offer the one in Nari Warren?

SPEAKER_02 46:04

Uh no, kickaway. I I really like kickaway. I went away 790.

SPEAKER_03 46:08

I went away, bro. Oh, yeah. So I think you might have had to deal with someone else in the business. Yeah, but you've dealt with me for Laramie, the one in Nari, and then there was another one in uh Nari Warren, two in Nari Warren and one in Cranberne. You see, back then I didn't know the suburbs. Vale Park, yeah.

SPEAKER_02 46:22

Actually, I didn't know the suburbs back then. I didn't know where I was. You want to buy it anyway? Like North it was new, I'm like, oh, it's nice, but yeah, anyway, would I buy it now? Where do you live now? Uh Hampton Park. Oh, yeah. You love you, you're number you're everywhere in Hampton Park, right? That's your echo area. I I truly believe if I if I want to convince someone to buy in a particular suburb, I need to live in that suburb. Yeah, it's so good that I live in it. Like you you you live around here, don't you?

SPEAKER_05 46:47

Yeah, officer. Well, I just moved to Beaconsfield, but yeah. Same thing. Nah, all the rich people, all the rich people in Beaconsfield. Nice properties there.

SPEAKER_03 46:56

Not much turnover, though, is there? No.

SPEAKER_05 46:57

No, give me give me the six, seven hundred thousand dollar properties every day of the week. Yeah. I don't I don't care about your 1.5s. That's people say, go sell on Turak. Nah, stuff that um what's selling you those properties now?

SPEAKER_01 47:10

Yep, correct.

SPEAKER_03 47:11

And trade trade, just get trade-ins too, build a good name, tie turnover.

SPEAKER_05 47:15

And then yeah.

unknown 47:16

Cool.

SPEAKER_05 47:16

All right, we're gonna go a break, guys. Uh, but um, I think we're gonna come back. Is Jade ready or is she she's she's not coming on? Oh, she's not? Jade, Jade's stuff. Jade's stuck on the plane. She's in play. Well, that's it, guys. Look, thank you very much. Um, just want to say a massive thank you to Kaled for coming on, man. I know obviously doing 200 plus sales, get in time, an hour and a half in your day to fit this in. I really really appreciate it. Brent, thank you for taking the time to eventually come back here.

SPEAKER_03 47:41

No, thanks, guys. It's been a pleasure. And um, good luck for Day House, too. Yeah, thanks, dude. We've got a massive guest on next week as well. Khaled, you've been amazing, dude. So happy to sit across.

SPEAKER_02 47:50

I just like to take a moment and I don't think I can finish it without crediting my amazing team. Yeah, I don't think I'll be where I am without a team. And I reckon the real estate's gonna go that way. Individuals are not gonna work because you can't do A to Z. You've got to have a great team behind you to support. And I had the privilege of you know having some young agents guns to work with me seven days a week. It's really hard, but they're doing really well.

SPEAKER_03 48:13

Yeah, that's awesome, man. Yeah, thank you.

SPEAKER_02 48:14

Thanks, man. All right, guys, see you next week. Thank you.