💰 Why Some Investors Get the Deal and Others Miss Out

🎙️ This week on the Moves to Momentum Podcast, I sit down with Townsville real estate agent and property investor Jabyn Manning.

We unpack:

✅ Why relationships are everything in property
 ✅ The truth about off-market opportunities
 ✅ What buyer's agents get right (and wrong)
 ✅ Why Townsville still has strong growth potential
 ✅ The unit market that's quietly outperforming expectations
 ✅ Lessons from building one of Australia's top-performing real estate teams
 ✅ How communication and trust create better outcomes for buyers and sellers

Whether you're a property investor, buyer's agent, or simply looking to build wealth through real estate, this episode is packed with practical insights from someone on the front line of the market every day.

📅 Want help building a property portfolio?

Book a discovery call:
 👉 https://calendars.buyersedgeproperty.com.au/discovery

#MovesToMomentum #PropertyInvesting #TownsvilleProperty #RealEstateAustralia #BuyersAgent #PropertyPodcast #WealthCreation #PropertyInvestment

Transcript

SPEAKER_02 0:00

It's a layered relationship. I don't cold call someone and expect them to sell their property with me the first time. The same goes for buyers' agents and investors. You've got to touch base with them, provide some value to them as well. Javen, what have you got at the moment that you're trying to sell or you're having troubles with? Maybe I've got a buyer lined up for that property. Leading with value from the buyer's agent. I really liked that you actually flew to Townsville and met the team. I think when you called, you're actually authentic. It's not purely about let's get the deal done. You actually care about the people. You like finding out about them. If I don't have any stock at the moment, it doesn't mean I'm not going to have it in six months' time. And when you call me, I'll probably say, actually, I've got a great one for you.

SPEAKER_00 0:33

Jabin Manning, welcome to the Moose to Momentum podcast. Flying all the way from Townsville, sunny Townsville, all the way into enemy territory, Crenella.

SPEAKER_02 0:43

Thank you very much for the invite, first and foremost, Jace. It's a pleasure to get here. And surprisingly, made it on time. Jet Star, renowned for cancellations, delays, but we made it.

SPEAKER_00 0:52

Bro, first and foremost, what about the cows this season? I came to the last cows game in Townsville last year. I think it was in March. Cows versus sharks with smashes. Right? This year, cows killing it.

SPEAKER_02 1:07

Surprisingly, I uh it's been a weird season for them. Started with a few losses, but uh compounding wins. It's really good to see. It's good. What's changed? What's changed? Oh, I just think all the teams finally clicking a bit more, you know, settling off all rust from the uh preseason.

SPEAKER_00 1:23

There was all um, there was always like a lot of good like purge or these like good young talents kind of like there, and you're like, yeah, they got something, but no one's really like setting it a light. No one's really doing anything. And I feel like even now, no one's really doing anything outstanding, but they're in the they're in the tussle and they're like grinding out games, and then all of a sudden, bang, games open up and they pull on the points. Bang, bang, bang, bang, bang.

SPEAKER_02 1:46

Oh, best attack in the game, I'd have to say, and they've just got a lot of good players at you know, when Bar on Baron, you know, I'd say Cliffo, he's playing awesome this year.

SPEAKER_00 1:56

Serious?

SPEAKER_02 1:57

Yeah, yeah, yeah. I'd rate him.

SPEAKER_00 2:00

Um, isn't I think he's just one of those halfbacks that kind of just there just getting it done. Remember like Toby Sexton's at um at the dogs? Yeah. He was just there just getting it done, like you could just lead the team around perfect, all right? Um but we could talk footing for a while. We could in the top eight again. We had a big win against the Tigers recently, but um we're here to talk about you. Talk about you and Townsville. But bro, how long you've been in how old are you now? You are a property investor, you've got to invest in properties yourself. Um, and how when did you get into real estate? I was a uh little babyface 20-year-old when I got in. You still have babyface now. You shaved, mama, you're a big little baby.

SPEAKER_02 2:42

That's why I keep the beard on. Uh yeah, so it started when I was a little babyface 20-year-old now, 28. Um, real estate, I feel like I've been at forever. I feel like I'm 50 now.

SPEAKER_00 2:54

Yeah.

SPEAKER_02 2:55

Um, it's a good journey, but yeah, eight years this year.

SPEAKER_00 2:58

Eight years this year in real estate. And um you had a stint, you're you're in towney, right? And you're working at one of the most impressive Ray White offices in the country. Like that Ray White office is surely setting some records.

SPEAKER_02 3:14

We uh talking about number one internationally in sales transactions a couple of years ago.

SPEAKER_00 3:19

Well, number one Ray White Office transactionally globally. Yep. That could be like in the universe, bro. Unreal. And um the the team you're a part of, you're you're working with Jo. How did that come about? So spot into that team.

SPEAKER_02 3:38

Um I was it started some time ago. Um, and you know, I've actually since left the team, so I'm just you're a solo agent, but I want to build the set the scene for these guys.

SPEAKER_00 3:50

He's working with a bit with a heavy hitter and now he's out in his own now, he's flourishing.

SPEAKER_02 3:54

So it I guess if we rewind back to when I first started, I was his cadet. So legitimately I came in off the street and started in real estate. No experience, no nothing. Prior to that, I was uh working at KFC. And um is that legit? Yeah.

SPEAKER_01 4:08

Oh wow, yeah.

SPEAKER_02 4:09

Legitimately, I uh I think I finished up at KFC on a Sunday and started on the Monday. Yeah. Um so yeah, it was just started as a cadet associate sort of level, and my job role was purely be a sponge. It was follow him around everywhere he went and just learn. And that was like my crash condensed course of real estate and apprenticeship. At the time, was he doing big numbers back then as well? Um, when I first started, he was actually a lot smaller than he is now. Um, and I over the he was kind of on that momentum track where you could feel the momentum was coming and starting, and he really just built on it. Um, I would say since when I first started with him, his business has probably at least tripled. Wow. So he kind of was on that momentum path. So it was really good seeing it at the start. And I I I still remember one of the comments I made to him six weeks into starting with him because at the job interview he was very set and serious about you get to a level where you become a commission only agent, and you know, that's what keeps you hungry and keeps you going and motivated. And it came six weeks into the job. And uh with him, I turned to him at an open home where we back in that market, you're you're rejoicing if you met one buyer at your open home. And what year was this? Uh, this was in 2018.

SPEAKER_00 5:32

2018, yeah.

SPEAKER_02 5:33

And I turned to him and said, Geo, we're six weeks in and you haven't sold a property. How am I gonna go commission only, mate? I was like, You're telling me commission only, I can't afford to not get paid for six weeks. Yeah. And uh it was a very interesting conversation. I was getting worried. Do I make the right choice? You know, leaving a I don't know, somewhat secure job where I was a manager at to do this new career I've never been in. And uh from there, ironically, it uh, you know, started picking up a gear and I saw all the momentum coming. And uh about two weeks after I made that comment, I think he put three under contract.

SPEAKER_01 6:05

I'll show this kid. I'll show him.

SPEAKER_02 6:08

So he kind of went out there and was like, yep, I'm gonna prove him wrong. And uh yeah, from there we uh I I watched his business scale. Um, and it was great to see, I guess, a business that's starting the momentum and the traction you can kind of see as it scales and gets there. So it was a really good learning. And from there, about nine months in, he uh just cut me loose and said, You can go out there and do it yourself. And I did that through my career. First year, nine nine homes sold, second year 43. And uh that's momentum, man. Had a midlife crisis and moved to Brisbane for a couple years to I remember the I remember the midlife crisis. Yeah.

SPEAKER_00 6:46

And um Is that like a is that like the winner's curse? Like you're you're you're a boy from the country, country town, or regional town. You're you're working with uh with GO, you're learning some you you ought to learn some serious skill sets, man. I want to talk about that later. Um you go out on your own, you do nine deals, bang, all of a sudden now you're doing 40 odd deals a year. That's mental. Then you're burnt out, you he's not treating you nice anymore? What happened?

SPEAKER_02 7:17

It was it was interesting. No, I love Gio. Um, he he he didn't actually speak to me for a few days after I resigned. Um, which is fair enough. I don't blame him, I'd do the same thing. But um I I actually uh this came up in my memories um only about three weeks ago, and it was quite interesting. I was showing my associate, you know, what it was like back then. And it was a very interesting refresh, and I guess shows us where we've come from to where we are now. And I showed him my old statistics that I took a photo of on REA, purely what vendors can see when they're researching agents. Yep. Jabin Manning, at that time it was 35 sales, median sale price, 265. Whoa, median days on market, 73 days. Shit, man. And so it was that good.

SPEAKER_00 8:04

Like, were you taking a photo? I was like, look at this. How good's that?

SPEAKER_02 8:07

Uh yeah, it was purely, oh, look at me. I've done 35 sales. Wow. Um, you know, and now I look at that and go, oh, I've only done 35 sales. It's amazing how our mindset's changed when you've actually hit the goal.

SPEAKER_01 8:18

Yeah.

SPEAKER_02 8:18

But um, it was more at the time I was celebrating, rejoicing, going, fuck yeah, 35 sales, you know, that's great, it's awesome. And uh, but you know, as that kind of progressed, you know, I started getting into the 40s and I got to that stage where it was purely just burnout. I didn't know how to manage my time, manage my systems, and uh, I was doing it all myself. I I didn't feel comfortable or ready to take the jump to put in a staff member into my business. And I, you know, obviously we all kind of have that thrive to follow all the people that we see as successful doing better or perceive better than us, which is for me following all these, you know, high net worth real estate agents selling uh five million dollar homes in Brisbane.

SPEAKER_01 9:01

Yes.

SPEAKER_02 9:01

I said, you know, they're doing this and charging same fees as me. And you know, on the outside, they're only doing 20 deals a year, but making three times as much as I am. And uh kind of got to that burnout level where I was working so much, and I just felt like I've got to try it.

SPEAKER_00 9:16

And what did you learn? So you you you you pack your little suitcase, you put your socks and your undies in there, you hop on a plane straight to Bris Vegas.

SPEAKER_02 9:24

I drove.

SPEAKER_00 9:25

You drove, yeah.

SPEAKER_02 9:26

Left at 1 a.m. in the morning, arrived at Brisbane, 4 30 p.m. that afternoon. That afternoon.

SPEAKER_00 9:31

Here's my home now. What did you learn there, man? Because how long were you in Brisbane for?

SPEAKER_02 9:35

Uh 18 months. 18 months, okay. 18 months.

SPEAKER_00 9:38

Decent sold.

SPEAKER_02 9:38

Yeah, yeah, it was it was good. Like if people asked me if I had time again, knowing how it ended and how I ended up back in Tansell. Ironically, I said I'd never come back to Townsell. I always said I'll never come back. When you left. Yep.

SPEAKER_00 9:51

I'm never coming back.

SPEAKER_02 9:54

That's how I felt. And it was interesting. I I if I had to do it again, I would, I would go to Brisbane again.

SPEAKER_00 10:01

Yes.

SPEAKER_02 10:01

I would. Um, I think that really taught me who I am and what is actually good for me. You know, ironically, and I say this to everyone, the reason I left is the same reason I came back. You know, I was kind of just sick of the work. Um, I felt like, you know, I was kind of like at that stage where I just needed to spread out. But what I realise is all my friends and family are here, and uh you you can go anywhere and do the work, but it's really about the people you're surrounded with. I didn't have any friends or family there. Yeah, and they were the ones who drove me crazy for a bit.

SPEAKER_00 10:34

You got no friends around here at Townsville, bro. Well, none that want to be around you.

SPEAKER_02 10:38

Yeah. Don't blame my business. Um, so yeah, it was it was a very interesting learning. I learned a lot about myself. Like, you know, awesome, bro. Um, and and the deciding factor is ironically, one of my mates, when I was umming and ring about coming back, um, and it all happened at a very weird time in my life. I departed one agency and I I didn't actually have another job to go to. And so there was actually like one agency or just one an agency. An agency, yeah. I uh they so there was a week at where I didn't know what was going on in my life and it was all uncertain, and it was pretty much like if I don't find a job, I'm I've got no money. Yeah. And so I was just kind of floundering about. I called Gio, said, What the fuck do I do? You know, what's going on here? Rah. And I put the feels out to a few people I'd met in the network, um, at different agencies and different people. No, um, all over the place, um, just anywhere and everywhere. And I ended up getting three job offers during about a week where everything was a bit uncertain. And uh I took one of them job offers and come to Tuesday, starting um as a job or Monday, Tuesday, second day in. I got a text the other blue from my other principal and director, Santo, saying, Come back. This is what we're offering you. We want you back, you know. Gio's told me all about what's going on. Come back, leave tomorrow. We've got a desk ready for you.

unknown 12:07

Oh no.

SPEAKER_02 12:08

So, me being me, he said, Nah, I'm gonna stick through this. And I was telling my friend about it.

SPEAKER_00 12:14

Trying to compare with him if you're up for about 20 minutes and I'll think about it.

SPEAKER_02 12:18

And I called a friend and told him all about it. And um, he said, Yeah, perfect. I'll come and pick you up tomorrow. I'll drive from towns, I'll bring a trailer, I'll come pick you up. I was like, Oh, I can't do that. And I was so stubborn, I was like, I can't, I can't do it. Why not? I just it was a perceived value at the time for me. I I had said I was not coming back, and I I felt like if I came back, it was a failure.

SPEAKER_00 12:42

You you'd failed in Brisbane. Yep. Oh shit.

SPEAKER_02 12:45

So in my head, it was my head, and it's interesting the conversations you have with stuff in your head, it was it was a perceived failure. And I ended up working there for another eight weeks, and I I just kind of always kept it on the backburn that I was kind of entertaining it, but I didn't want to take it further, and it was gonna be the very worst case scenario. And every week I'd kind of tentatively book this friend out to come and pick me up. So he didn't make plans. So if I had one of the moments where I'm like, I'm moving, um, he was there to help me. And it got to a stage one Friday morning. He calls me at 9 a.m. and goes, I'm sick of you umming and ring. This is your last chance to come home. If you don't accept my offer today by lunchtime, you can find your own way home whenever you want.

SPEAKER_00 13:28

What a beast. Ultimatum, yeah.

SPEAKER_02 13:30

That's the ultimate close right there. And uh I I just kind of sat there not knowing what to say. He hung up the phone on me and I was just like, shit. I don't have that network there. Why am I just prolonging the inevitable? All the people who care about me and are willing to go out of their way at the drop of a hat are all there. Why am I not going back to probably some of the best people that I've got around me?

SPEAKER_01 13:57

Yeah.

SPEAKER_02 13:57

Um, you know, people that call you and say, we've got a desk for you, a friend that's gonna just drive 12 hours to come pick you up. So I called him back at lunchtime, said, Yeah, come. He legitimately got in his car half an hour later with a trailer and drove down to pick me up.

SPEAKER_00 14:11

Unreal, man. And now I'm back. And now I'm back. Oh my gosh. How crazy is that a to think about that?

SPEAKER_02 14:22

Yeah, it's awesome, but you can't find people like that down the blue. That just it's a great network to have. Like, I'm so appreciative of people like that to have around, you know. For them to just offer that, you know, I left them, they didn't owe me anything, and they still welcome me back with arms wide open. And that's where the conversation came about when they offered me this job back, you know, I armed an art about it. What does it look like? What's it gonna be? And there was a discussion about leading into a team role, you know. We we notice a lot of the successful teams across Australia and real estate, not just in Queensland, everywhere. The best performing people were all in teams. It wasn't just a solo agent anymore, it's not your own race. It's you know, you you'll go quick by yourself, but you won't get far. And that's what we were noticing. And you know, I reflect on mine, you know, I went quick, I accelerated quickly, but I didn't go far. Yeah, I got burnt out. True. And we kind of got to that decision. Well, it's probably best. We you know, form a team and it made sense. And that's how we kind of got to the team where we started, Gio and I. When I came back in that would have been 23, I started back. That's where the team came from.

SPEAKER_00 15:32

Unreal, man. Unreal. What what did who were you in sat in real estate at the start? When you let's just talk about when you did the 40 deals, right? To when you came back to join the team or to start the team with Geo. Like, what was the difference between like just give me a couple of bullet points of who who were you then? I imagine you're rocking up to appraisals in maybe some footy shorts and some thongs.

SPEAKER_02 15:56

Um, no, we uh Geo always set of and our business always set a strong standard from the get-go that we had to dress like the professionals. Yeah, you know, we are perceived professionals and we believe we are professionals, so you had to dress accordingly. Um so that was honed into me from the get-go. I would actually say I dress a lot more casually now than I did back then. Back in the day, I used to slacks tie. Nowadays, a lot of the time I I haven't worn a tie in two years. What's that? Um I just feel like it doesn't suit who I am now. I really leaned a lot more into my personality and who I am.

SPEAKER_01 16:30

Yeah.

SPEAKER_02 16:30

But you know, I still white dress shirt every day. Um, I kind of mix it up between slacks, chinos, and jeans. Yeah. But a lot more casual to jeans now, whereas back in the day, if I rocked up in jeans, I probably would have been killed.

SPEAKER_00 16:44

Um But what was more like the activity or the mindset is more like what I'm trying to get into as well.

SPEAKER_02 16:50

The mindset back then was it was pure hunger. Pure hunger and obsession.

SPEAKER_01 16:55

Yeah.

SPEAKER_02 16:56

I and and in saying that I haven't lost that hunger or obsession now, but it was definitely a more like that energetic, new, fresh hunger. I'm just ripping in. I want to go as quick as possible.

SPEAKER_00 17:09

Yeah.

SPEAKER_02 17:09

That's how it was. I want to just keep going and going and going. You know, that nine to 43, and then I was like, let's do 80.

SPEAKER_00 17:15

Yeah.

SPEAKER_02 17:16

It was let's double it again. And it was always just that chase and hunger. Um, I would say when I came back from Brisbane, there was a lot more humility.

SPEAKER_00 17:25

Wow.

SPEAKER_02 17:26

Um, I obviously took a lot of hits, took a lot of mental hits and my own obstructions in my own head about it.

SPEAKER_00 17:31

Yep.

SPEAKER_02 17:32

Came back with a lot more humility and groundedness, I'd say.

SPEAKER_00 17:36

And then how you apply your craft as a sales agent, you guys, that team goes to like number well, you guys are number one team in Ray White, weren't you?

SPEAKER_02 17:45

Uh no, it depends what metrics you look on. Um sales volume, yes.

SPEAKER_00 17:50

Sales volume, number one team in the Ray White network.

SPEAKER_02 17:52

Yeah, I believe it was number one team, or we were we were up there.

SPEAKER_00 17:55

Yeah, let's say top five, comfortable.

SPEAKER_02 17:57

Yeah, absolutely.

SPEAKER_00 17:59

Um what what type of person do you need to become? Like what's your time management look like? What's your activity look like? Like what does that look like on a daily?

SPEAKER_02 18:11

You've got to learn to be able to trust everyone to do the jobs and delegate.

SPEAKER_00 18:17

Yep.

SPEAKER_02 18:17

Um, and I learned that from when I burnt out. I I and I'm not the best person by any means of this. You can ask my associate. I am still a micromanager that feels like I have to do every step of the process. But to get to that team level, you've got to learn to let go and delegate. Focus on actually what's important in your role and why that's your role. What's important in your role, Mr. Manny?

SPEAKER_00 18:39

What is important in your role?

SPEAKER_02 18:41

For us, Gio and I, and anyone who's a lead sales agent, listing and selling.

SPEAKER_00 18:46

Yeah.

SPEAKER_02 18:47

Um, you know, I believe you've got to be there to get the listing. And secondly, I'm still a big believer, you've got to be doing the negotiating for the selling.

SPEAKER_01 18:55

Yeah.

SPEAKER_02 18:56

There's a reason they've picked you, and I believe that is one of the biggest strong points of why you're there and doing that job for them. Nice.

SPEAKER_00 19:04

I've negotiated uh with you many a times. You are a strong negotiator, and I think that is a big selling point for you, you know. Um What did the market look back? What did the market look like back then, 2023? When you jumped back in. 2023.

SPEAKER_02 19:20

Um, it was very different to what it is now, and it was kind of at that level where we knew something was coming. We didn't know what it was, but there was just a buzz and a feel, you know. Everything was changing. What was changing? Bioinquiry. Like, compared to like obviously I had an 18-month hiatus from and I only compare to what I was doing when I left. A lot more of buyer inquiry. It was it was certainly easier to sell a property. And you know, I think it's very interesting. I I I love this saying that corporate have really been pushing in Ray White at the moment, is the market has done a lot of the heavy lifting of our jobs lately, and we've let a lot of um things go in our business that we probably shouldn't have let go in our systems and processes. And I I see that coming back, you know, buyer inquiry was there, it was a lot easier to sell property. Median days on market were under 30. It was half of um well and truly half of the 74 that I left.

SPEAKER_01 20:15

Yeah.

SPEAKER_02 20:16

Um, so median days on market were decreasing, you know, um, there was multiple offers, which was a rarity in our market before then. There was multiple offers coming into place, you know. Um, and buyer inquiry was there, you know, you were kind of disappointed if you got less than five people in open home. Um so there was a lot of just excitement.

SPEAKER_00 20:39

He's locked it up and he's put his arm around. It's like, it's all right, mate. It's all right. There'll be more next week. He's just covering you up and you've got your head down, like kind of scuffing your shoes.

SPEAKER_02 20:50

Not quite like that. He's uh he's he he likes to more just take the Mickey out of me.

SPEAKER_00 20:57

So buyer inquiry's picking up. It's starting to become easier to sell houses. What's it like to list them?

SPEAKER_02 21:03

Listing was very interesting. Um during that time, obviously, the conversation more came, and you know, as more buyers came into the market, you you really had to change your vocabulary. A about I guess setting expectations. Back in the original market that I started in was it was about setting expectations. You know, there's every owner at the time when I first started selling was losing $100,000 on what they paid what they built it for. So it was setting expectations that you're probably going to be making a loss here. And the conversation kind of changed where well we might see some good, healthy profit here, or we might, you know, create some competition and get more than your expectations. Um and you know, there was and and it happens in every market, no matter what. There's some people out there that will overprice the property to get the listing and all of that. So you've still got to set some expectations, but I I know. You had to transition away from being fixated on what you perceived as price because again the market was so good at doing a bit of an uplift that your perceived price now could actually be different to what it ends up selling for, or usually on the high side, which is great to see. So you really letting go of the price and talking about the process to get the best price.

SPEAKER_00 22:21

Process. It came down to just process, process, process. The buyer inquiry there again, were they owner occupiers? Were they people moving back from Brisbane like yourself? Was it investors? Who where was the buyer inquiry? And can you give me percentages?

SPEAKER_02 22:35

Yeah, so 2023, it was still a lot more owner ox coming in. Um, I feel like the 24-25 period is when we saw the strong resurgence of investors push through.

SPEAKER_00 22:46

Resurgence. That sounds like a movie, bro.

SPEAKER_02 22:49

Well, it was a lot of investors got scarred by Tansel with what happened in the GFC, and you know, TANSL was blacklisted by investors. Everyone was like, Don't touch TANSL, don't. But it was a lot of owner rocks. I'd probably say 8020. 8020. 20 um 2023. Yep. Um, at the back end of 23 is when we started to see a lot more investor inquiry, a lot of that research phase. You know, where I start inquiring on property, you start asking the questions.

SPEAKER_00 23:15

Kicking some ties.

SPEAKER_02 23:16

Yeah, having a look, you know, what what's it rent for? Getting used to areas, all of them fun questions that you see. And then come 24 is when we started to really see the investors. Um, and we saw the investors really take over the market for most of 24 and into 25. Wow, man. Um what about now? We're still seeing investors, but strongly weighted back to owner rocks. I would probably say about oh 65-70% owner rock versus investor. Okay. Um and yeah, but the investors are still out there. Ironically, a lot of my transactions at the moment are still selling to investors.

SPEAKER_00 23:53

Wow.

SPEAKER_02 23:54

But there's more owner occupies out there when I just measure pure inquiry inbound on the property. Yeah. It's still more owner rocks over investors.

SPEAKER_00 24:02

The investors that are buying now, are they represented or not represented?

SPEAKER_02 24:08

50-50.

SPEAKER_00 24:09

50-50. Okay.

SPEAKER_02 24:11

Yeah.

SPEAKER_00 24:11

Back in 2024, 2025, mainly 2024 is what I'm interested on. How many of those were represented?

SPEAKER_02 24:20

It's hard to give a full metric on it because there was a lot of buyers' agents just inquiring, you know, inquiring, talking about, you know, what do you got? Um, so it's hard to say definitively like when when I I guess metric-wise, if I was to compare it like transactions of my own personal transactions, if we're just purely looking investors, I would say it was probably about 50-50, 50% of my transactions for buyers' agents versus just regular straight to you investors.

SPEAKER_00 24:52

Okay. So it's still it's still pretty similar in regards to it's I feel like it's interesting to know are all of the prop buyers' agents still buying there or are all the buyers' agents or is or is it just retail investors now?

SPEAKER_02 25:07

Uh it's been it sounds like it's been 50-50 the whole time. I would say about 70% of the buyers' agents that used to inquire or call me or speak to me are probably gone, but there's still a strong 30% there. Um there's different ones coming out of the blue. I feel like um, you know, no offense to buyers agent, you've got to do what you gotta do, but I'm hearing a no offense. But I'm feeling like there's a new buyer's agent's agency name calling me every week that I've never heard of. And, you know, it's a bit overwhelming to try and remember them all, but I feel like every day there's a new buyer's agency somewhere.

SPEAKER_00 25:39

I I don't think the clients sometimes believe me when I say that. Like I'm talking to agents and they are getting called daily by multiple 10, 15, 20 buyers agents a day calling them for stock. I'm getting access to exclusive stock for 24 hours. We need a move because these guys are getting hounded. Um is is that still happening now in 2026?

SPEAKER_02 26:03

No, not as that level. It's probably I'll get probably one call every day to two days. A lot of them are at the stage now, a lot of text message, a lot of email. AI. Yeah, and there's even AI calls coming through. Wow. Yeah, it's impressive. Um give them credit. I'm very anti-tech, ironically.

SPEAKER_00 26:23

Yeah.

SPEAKER_02 26:23

Um, and it's it's impressive, some of these AI calls.

SPEAKER_00 26:26

What about um take a step back? What was like what was it like in 2024?

SPEAKER_02 26:31

2024.

SPEAKER_00 26:32

How many calls were you getting a day in 2024?

SPEAKER_02 26:34

Uh back then it was it wasn't looking for off-market opportunities much back then. It was really just inquiring on a stock that's there. But off markets weren't a huge part of the market back then. Off markets back in 2023, 24 started coming into the back end of a year.

SPEAKER_00 26:54

Okay.

SPEAKER_02 26:54

Um, at the start of the year, it was more agent-driven, I would say. Okay. If you look at the market, but as the year progressed, off markets were becoming a big thing. It was a big conversation piece.

SPEAKER_00 27:04

Um, you know, what if interesting, actually, like I'll I'll park that for a minute. You're a property investor, you've got a couple of investor properties in town as well. Um how do you feel the market's going now?

SPEAKER_02 27:17

Good. It's we're not seeing the sharp increases like we did year on year for the last two years, but most suburbs are right now still seeing, based on the current data we're seeing, five to ten percent on last year, depending on what is what it is.

SPEAKER_00 27:33

I feel like last year, um, the stuff that I'm tracking is uh it most areas are like 15 to 18% growth last year. So you're saying it's on top of or less than?

SPEAKER_02 27:43

Uh 5% less than 5 to 10% on top of. That's what we're seeing growth in most areas at the moment. Wow, that's great, man. It's not too bad. Depends on the area. Yeah, but a lot of the core areas I'm selling in, yeah, 5 to 10% above of last year's median end.

SPEAKER_00 28:00

Incredible, bro. That's that's really strong. Yeah, considering where it was back in 2022. I mean, like let's say four four years ago, what prices were then? You said your median sale price was what?

SPEAKER_02 28:12

265.

SPEAKER_00 28:13

And now my median's sitting at 540. 540. So the median's gone up comfortably, 300 grand in freaking four years. Yeah, insane, man. Huge. What do you reckon about units? Like there's there's a bit of a um bit of a big conversation going around with investors at the moment, like the housing affordable housing, house and land, like not house and land packages, but like you're buying a house with some land is starting to become unaffordable and the yields don't quite cr stack. And there's a lot of talk about units. Are you seeing that play out in TSV? Absolutely. Absolutely.

SPEAKER_02 28:57

Units have been my strong point. Um the prices we're getting on them at the moment is impeccable. Year on year, like um, to give you an example, this complex has really done um me a lot of favors in regards to my sale prices I've got there. A year ago, um, it's a bit of a story, but a year ago, I had a buyer looking for some off-market opportunities. And this one, and again, we'll talk on off-market and why you use it sometimes, but this one was an off-market sale. And I conservatively thought it was more likely going to be uh 380, thereabouts, maybe 360. The vendor said to me he wants around 420. I'll give it a go. What's the worst that can happen? Um, and I found a buyer and we were negotiating, and at the time there was another one that had just sold off market in the complex for 330. So we were negotiating, and the buyer said to me, Oh, have you seen this sale? And I said, Oh, that's interesting. And they're like, Oh, it's just happened. I said, Well, it's not on the market. There might have been some circumstances. There's always circumstances, and he's like, Well, I don't know if I could pay 420. I said, Well, I I just think that agent was a bit weak-willed around their negotiation. This is what we're at, and if you don't pay it, we're not gonna sell it. He ended up paying 420. Um crunched was crunched, pretty impressive. There was obviously a lot more negotiations than just like. The guy just ponies up an extra 90 grand. But um, off the back of that, a lady reached out to me because I didn't advertise the sold price yet because it was unconditional but hadn't settled, and I just put a sold signboard out the front. Another owner in the complex reached out to me and said, What did you sell yours for? 420. She didn't believe me. She thought I was just telling absolute lies. I said, Oh, you can wait and wait for it to see it settled. I can tell you I've got a contract that says 420 on it. I'm currently negotiating mine and I was considering 335 because it was five grand above the last sale. I said, On all honesty, you shouldn't sell it. I don't care if you go with me, another agent just don't sell it. Um that one ended up selling for 335, and she still just thought I wasn't telling the truth.

SPEAKER_00 31:27

Yeah. People have this thing with real estate agents. Yes.

SPEAKER_02 31:31

And I don't blame her. That's fair enough, because it's a pretty big discrepancy, $90,000. The gentleman, fast forward now to a year later of that property that brought it for $3.35, called me and said I want to sell Jaben. It's coming up to a year since I owned it. I actually never wanted to buy it. The only reason I ended up sticking with the sale is I found out you sold yours for $420 and I was buying mine for $335.

SPEAKER_00 31:57

So the guy that bought it for $335.

SPEAKER_02 32:00

He was about to can the contract. Oh shit. But he found out. So he ended up signing it at $3.35. My sale ended up settling and he saw it published online. But during the finance period, he was about to can it and put his money into something else. So he called me and said, I know when I had to sell, I had to call you. Perfect. Appreciate it.

SPEAKER_00 32:21

Um and this is real estate 101, bro. Yeah. This is real estate 101.

SPEAKER_02 32:27

And I I didn't know him. He obviously reached out to me and it got to the stage now a year later, he's planning on selling it. He wants $520. I said that's probably on the higher side, but we'll probably we'll be able to get a five in front of it. During the negotiations of his, one popped up sold for $460. Don't tell me it's the same agent that sold it for $3.30. No, no. If it was different agent off market again.

SPEAKER_00 32:51

Off market.

SPEAKER_02 32:52

And mine's off market. So all of these have been off market. And now his is unconditional for $5.20. Yeah. And I've just sold another two-bedroom around the corner, two bed, one bath. These are three bed, two bath, two living areas for $465 around the Ben too. And you know, some lucky buyers picked up one for $460 off market. So um extra bed and bath. Good on them. But yeah, that complex has done me a lot of favors in regards to unit uplift.

SPEAKER_00 33:18

Yeah.

SPEAKER_02 33:18

Um, but also showing proof. I think that's not that's not bad, bro.

SPEAKER_00 33:22

That's that's all you and your negotiation tactics, you know what I mean?

SPEAKER_02 33:26

And having a bit of go about your but to answer your question, we are seeing strong uplift in the unit market where we've seen 420 a year ago to 520.

SPEAKER_00 33:35

Yeah.

SPEAKER_02 33:36

Just over a full year, just in one complex.

SPEAKER_00 33:38

I'm not great at maps, but that is seems like about 20% uplift in the unit market. All right. Um that while while we're here, off markets, people ask me all the time, why would they sell off market? Why would they do it? Why would the seller go off market? You know, is this I know as a buyer's agent, not all off markets are considered are equal. Not all agents are equal, not all off markets are equal. Not all listings are equal, not all listing prices displayed online are equal. You gotta check the comps, you gotta check if it stacks, bing, bing, bing. You know, you're a property investor as well, you don't kind of know. This is a good deal because it stacks in your world. Tantal. I find there's a couple of buckets of why people sell off market. Can you define the buckets for us?

SPEAKER_02 34:27

I think it's very interesting scenario. I think as an agent, you've got to go in and provide multiple options to the vendor, and you've always got to remember you are working for the vendor.

SPEAKER_00 34:39

You are.

SPEAKER_02 34:39

That's first and foremost what you've always got to remember. You are working in their best interest. So off-markets are easy, but you don't do them because they're easy. You give the vendor options. Um, and when I walk in and discuss these options with owners, do you want the path of least resistance? AKA we try the off-market approach. Um, you know, do we just try and create a bit of competitive tension off-market and still get a price? Or where are we going what um with it? I am a firm believer, I try not to sell properties with tenants in them on the market for a few different reasons. First and foremost, I myself personally, if I rented a property, wouldn't want an agent intruding on my house every week, doing an open home and getting 20 odd people through my place.

SPEAKER_01 35:25

Yeah.

SPEAKER_02 35:26

I just think it's personal respect. You know, everyone kind of looks down on tenants as, you know, they're below us property owners. They're not. Um I'm a tenant. You know, I think we're all equals, and I wouldn't want someone intruding on my space like that. Yeah. So I'm very honest with owners. If you've got a tenant in the property, I think it's best to sell it vacant. Um, because A, you can control the presentation. And, you know, some tenants say keep properties neat, some don't, but you never really know. Um, so I always say it's just easier to sell it vacant, you can stage it, you can make it look great, and it's gonna look like that every time you come through. With tenants, life might get in the way and they don't have a chance to clean it. You go there for an inspection, and you know, it could be clothes all over the floor, just things like that. Um, and also sometimes for owners, you know, obviously if I've just signed a new 12-month lease and then circumstances changed in their own life, you're only gonna be selling to investors, anyways, and that's where you can create that competitive off market tension, anyways. Save them the advertising funds. The biggest one for them is saving advertised funds and easy. That's usually the main two reasons. How much is saving advertised funds? Depends on the marketing campaign, but anywhere from three to six thousand dollars.

SPEAKER_00 36:34

Three to six. So I don't have to spend three to six grand, and that's normally upfront when someone's selling. I don't have to put out, I don't have to give Jabin Manning any cash and I can sell my house. Correct. That's pretty attractive. Um you never told us the buckets. You never defined them. And you keep smiling at me because is that is that like a sign that you don't want to? I I wouldn't say that specifically in buckets, it's more just what Camps.

SPEAKER_02 36:58

Whatever you want to name them. I I just believe you've got to listen to what an owner wants out of this. Okay. And then you give them like you know, when you go to a doctor, you describe your symptoms and a doctor tells you, Well, I think you should have this.

SPEAKER_01 37:11

Yeah.

SPEAKER_02 37:11

While we give options of what you should have, and you choose the best one that fits in with your plans. But again, I don't think the off-markets be all and end all. And a lot of my owners, I say to them, if we don't get an attractive offer based in line with this level, we should go on market and then we discuss from there. And the off-market is sometimes just a trial. You know, I'm sorry to all the buyers who think you know you're getting premium access. Sometimes it's just a trial to get that feedback. But we're always committed to going on market too.

SPEAKER_00 37:38

And that's what I believe. Not all are considered equal. Like some are a genuine, hey, this guy's ready to sell, you're the buyer's agent that I talked to first. Bang, this an opportunity. That's all it's like, hey, here's a property. Um, do you have a buyer that what would you guys pay for it? They're both off markets, but they're both very two different circumstances and situations. And for me as a buyer, as a buyer, I've got to play both of those situations differently depending on what kind of ball is coming down the absolutely.

SPEAKER_02 38:09

And you know, I I and I teach um my associate this too, go for low-hanging fruit. I'm a really big believer in that one. Like, you know, again, we talk about easy. Us as agents want easy as well. Um, so I prospect what buyers are looking for. Yeah, of course. So if I've got a correlation of something that's coming out, you know, um, when we talk about units, we've seen strong uplift in the unit market. It's a really easy conversation to have with someone who originally thought their unit may be worth 350, even now it's worth 450. If we could get that, would you sell? Yeah, would actually. Well, then let's let's get that going. Because I've got a backlog of buyers. Get that going at that level. Yeah. And that's what I use as my leverage in that conversation. What type of yield do you get on these units? Um you're buying them from the threes and the fours. Oh, just give me gross. Gross, you're probably uh sitting at around four and a half to five and a half, depending on the unit.

SPEAKER_00 39:03

Four and a half to five and a half on the unit. Like body corpse strata?

SPEAKER_02 39:07

That's where it you can come unravel, but again, some people like the tax purposes on it. Most strata, anywhere in Towns will from three up to eight, depending on the biggest. Three to eight per annum. Yep. Yep, okay. That's all inclusive, but admin syncing insurance.

SPEAKER_00 39:20

Yeah, yeah, yeah.

SPEAKER_02 39:21

Some go up to 15, but you wouldn't buy it there.

SPEAKER_00 39:24

Yeah, or that the I'm imagining you're getting a a sauna, you're getting a pool, you're getting some lifts, you're getting you're getting some stuff for that, surely. Pool and lifts. That's in one probably.

SPEAKER_02 39:36

As you go high in Tanzle, the insurance goes up like nine to one.

SPEAKER_00 39:39

Yeah, okay. Uh me and you've done heaps of deals. Um, I find that most agents have got like a sometimes a one, they've definitely got a three, one, two, three, and then they've got like the general pool, and then they've got the market. Is that true? And I I'm I'm kind of unraveling the listeners for this uh property investors. Okay, there is a lot of buyers agents who listen to this, and I'm trying to give a bit of value to buyers' agents to teach them what it's like to crack an agent, but like understand how it works, even for uh uh average retail investors.

SPEAKER_02 40:21

I guess the way it works is it's like everything building a relationship. You know, everyone expects magic out of the first time. On the first deal? Yeah, uh no, not even the first deal, the first phone call.

SPEAKER_00 40:33

First phone call, yeah.

SPEAKER_02 40:34

Um, you know, and I it's almost scripted. A lot of these people that call you know, hey Javen, my name's property investor, rah rah rah, I represent such and such buyers agency. I'm looking for um off markets. What have you got? This budget, rah-rahra, that's my brief. Yeah, I'd love to help you, rah-rah, rah. You opened XYZ too. No, not really. And you know, I think they expect magic to happen out of that. And I might showcase them a couple of options, and you know, obviously we don't have everything that fits everyone's brief at one given time. Um, but I also test people. Oh, can you send me a text following up with your details just so I've got it there? And uh, we're always on the fly. So can you send me a follow-up text with what you're looking for, your best contact details so I can add you? Um, most of them won't even do that.

SPEAKER_01 41:16

Wow.

SPEAKER_02 41:17

Um, and I feel like you know, it's it's a laid relationship. I don't cold call someone and expect them to sell their property with me for the first time. The same goes for buyers' agents and investors. Yeah, you've got to touch base with them, provide some value to them as well. You know, Jabin, what have you got at the moment you're trying to sell or you're having troubles with? Maybe I've got a buy lined up for that property. Oh, that's value leading with value from the buyer's agent. Yeah. Um, you know. Have you ever got that call before? No, no, not really. They're all just asking for what I've got upcoming.

SPEAKER_00 41:47

What can you do for me? What can you give me?

SPEAKER_02 41:49

Yeah. But you're just a human being. And even just feedback. Feedback's the best one. I I I'll like give buyer's agents something in best scope. And you know, I I might, you know, and oh it might not tick all the boxes, but sometimes just a bit of feedback or hey Jabin, really appreciate that opportunity doesn't quite suit. Um, XYZ, love the property, but XYZ is not what we're typically looking for. Yeah, that's fine. Um, I'll I'll call you again and we'll see what you got going on. And I've noticed after a few no's, they uh they don't call you again. And I think you've just got to push through to rejection too. Like if I don't have any stock at the moment, it doesn't mean I'm not gonna have it in six months' time. And when you call me, I'll probably say, actually, I've got a great one for you.

SPEAKER_00 42:31

Yeah, yeah, yeah. That's right. And you're building the relationship in that time. Who have you seen do it well and what have they done?

SPEAKER_02 42:38

Honestly, I'd still say you're probably up there with some of the best people I've seen. And I really liked that you actually flew to Townsell and met the team. There's only been four buys agents that I've actually physically met in person.

SPEAKER_00 42:52

Wow.

SPEAKER_02 42:53

Um, and I think that's very big. You know, I get it's a big expense, and you know, not everyone has that capability, but really trying a way to, you know, connect and meet people. And it's not purely you I think when you called, you're actually authentic. It's not purely about let's get the deal done. You actually care about the people, you like finding out about them a bit and have a genuine conversation. Um, some of them are very scripted and sound very bland. Oh, what have you got off markets or over? It's just my brief. No, hey, how you going? I understand you're busy. It's just straight in if you don't have it, I'll just hang up and call the next person. Full raw dog it. I just think that's it's a both strategy communication. Yeah, yeah, yeah. You know, I I I'm a big believer in that.

SPEAKER_00 43:32

It's human to human. Yeah. Be human. Um, we had Tony Zelenich on here. He's honestly like a carbon copy of you, but just in Ballarat. And um he was talking what when I first started talking to him, he's like, bro, I'm keen to do some deals. Mates first, business second. We're mates, we build a relationship. I was like, bro, this is exactly what I like. I mean, it's pretty boring, you know what I mean? Like in town's all, you're cranking a three by one in Keran for you know 400 grand. Bang, bang, bang, bang, bang, bang. Man, you're just doing like the same deal over and over again to and it's you understand what the market is, but the what is fun about it is helping your client and creating a relationship with the agent, you know, that you've built some trust, you like you got each other's back, all that type of stuff. That's what I always enjoyed.

SPEAKER_02 44:15

Yeah, I agree completely. And you know, again, it's not you might have the right buyer, all of that, to offer on a property, but if the agent for some reason doesn't trust you or doesn't like you, and they've got multiple offers on the property, you know, and again, you've I believe as an agent you've got to put blinders on, and you know, everyone's the same as a buyer, they've all got the same money. But again, there are agents out there that will oh like this person more. I think that's probably the best offer if they're all tied on price, of course. Um, you know, I've I've and I've uh interestingly had vendors ask me my thoughts on buyers. Oh, which one gave you the best feeling? I'm like, I don't know. It's not my position to say everyone's got different feelings, but some people got different feelings. Vendors are genuinely true chosen offers based upon how they felt about it and the person. I I agree with that. Um, you know, like and we've done deals before where the van you've you've even offered more than the other buyer who brought it and the vendor chose owner-occupier or the lovely young couple. Totally. Um, so it's it's not purely about the price, it's about the feeling of some vendors, and the same thing, you know, like I think you've got to make the agent feel good too, as a buyer's agent. You know, I want to do more if this one goes great. Do any do any um buyers' agents feel like strong on you and feel get like aggressive with you? No, not really. Um we're I I'm pretty, I guess, mellow person. I'd yeah. They're all pretty nice. Like everyone's really nice. It's just about, you know, I think just being genuine, building relationships. That's the biggest one. Relationships.

SPEAKER_00 45:44

These are big, this is a big relationship game. People think it's a property game, but it's a relationship game. And at the end of the day, as a running a buyer's agency, what am I really providing my clients access to my relationships in different markets that are good? Yeah. Like that's how I get the access.

SPEAKER_02 45:58

That's how we get the access through relationships. And like I see the flip side where you know, I've uh like any buyer's agent can offer my property. Like I but I have one recently where um I said to the vendor, it's for a buyer's agent, rah-rah. You know, obviously most buyers' agents make sure their clients finance approved and all this and that. But um, then the deal went south and it got canned. And you know, it's very hard for then me to tell another vendor if that buyer's agent's offer on another property. Oh, I trust these guys, we've done deals before. It's hard to get that trust. Like um, you know, especially if there's a lack of communication during the deal. I'm big believer in a when you get the deal, um, you've got to communicate through it, keep everyone on the same page. What's going on? Where's it at? Um, why do we need this extension? Not just, oh, I saw a solicitor email come through. Yeah, you've got to call and prompt us. Hey, this is gonna come through, this is why.

SPEAKER_00 46:48

I mean, that's kind of like what um Ray White Corporate was saying about um we've let go of a lot of things. To me, that's all the soft skills. I mean, and I try and I'm not drill into the team here, but it's like feedback is your way into the relationship with the agent. If you get it and it stacks and we don't have a buyer for it, hey man, it stacks. Call three buyers, no one's in a position to buy it. Apologies. I'll leave it with you. Like, you know, not no love.

SPEAKER_01 47:18

Yeah.

SPEAKER_00 47:19

That's it. Like it's it can be a call, it can be a text. If you but like, oh, but that client said they'll be ready in two weeks. If it's still around in two weeks, can I have it? Or do you have something else coming in two weeks that I can give on to them? All of a sudden you've turned what what some people leave as this awkward exchange and just leave it. Oh, don't call them back or don't talk to them. You've now set up a deal in two weeks' time based on a client that's coming. No brainer.

SPEAKER_02 47:46

I feel like I'm giving away industry secrets here as bias agents, but um at the end of the day, the most successful people give all of their secrets away.

SPEAKER_00 47:55

I just want to honestly like I love this game, and this game has given me so much, and it's been able to to share it with clients, how to get access, how to even like you you're here in the office today, seeing the team. I'm trying to grow these buyers agents to do, I think a lot of it is the soft skills, the feedback, just given that, give it the communication with the with the agent and what the client is saying, you know.

SPEAKER_02 48:20

Um I always well, sorry to cut you off.

SPEAKER_00 48:23

Come on, it's this is your episode.

SPEAKER_02 48:24

I uh I always say, and I'll drill this into my associate even. Um you can ask him all of it all. Frequency of communication builds trust. Yeah. That's in, you know, prospective vendors, that's in anyone in your business. And, you know, I I I say to him at some stages, you know, you can tell when a vendor's getting a bit frustrated or worried, you need to talk to them all. Because then if push comes to shove, they're gonna trust you because you've been the one talking to them. Yeah, if you start hiding behind text messages and you know, no one likes giving bad news. Um, so you start hiding behind text messages instead of calling them about compounds. Yeah, yeah, yeah. And then next thing you know, that you you've lost their trust because you're not communicating with them enough.

SPEAKER_00 49:05

Yeah.

SPEAKER_02 49:06

You know, if you've got so much bad news to live, it's easier just call them. Hey, not the great best news, but they trust you more because you're just consistently communicating. Yeah. So frequency of communication builds trust in every scenario, no matter what it is.

SPEAKER_00 49:19

There's some goal, bro. You should come and do like a little buddy training session for the team. Love to. Yeah. Love to. I'm gonna wrap you up because we could talk for ages, right? But I want you to wrap us with what are the best opportunities you're seeing at the moment in the Townsville market.

SPEAKER_02 49:35

I'm seeing strong opportunity and blocks of units and still units. Buying a little to be one, um, you know, and probably just doing a minor reno to it, you know, $20,000 to $30,000, sprucing it up, putting some tenants in it, getting a really, really strong yield on that sort of stuff. Okay, nice.

SPEAKER_00 49:52

And anything, any advice or any perspective you want to give to listeners about the Townsville market, or even just a property investor yourself who's invested in Townsville?

SPEAKER_02 50:01

I still believe, you know, we're gonna see continued and sustained growth. Obviously, there's a lot of negative sentiment in the media at the moment, yeah, but we're still seeing a lot of positive signs on the ground. And one of the biggest signs we always look at, and something you always talk about in your podcast on your Instagram, is you know, building approvals. We're still so far behind in building new homes with our population that's still ballooning. I was doing some numbers before coming here, and over the last um between the last two censuses, we've had a population balloon like no tomorrow. And I worked out based upon the average people in a dwelling at two and a half people per dwelling. We need another 500 homes to support them people, and we're not pumping out with that many properties.

SPEAKER_00 50:43

You're not pumping them out? How much are you pumping out?

SPEAKER_02 50:45

That many. I'd have to double check, but building again, with all everything going on in the world, no one's finding building that feasible or strong. Like you're standard topic.

SPEAKER_00 50:54

Chaplin still owns all that stuff around birdie.

SPEAKER_02 50:56

They don't sold it off to another development group. Um and they're still developing, don't get me wrong. But the sentiment I see in the market, I met a buyer on the weekend, is oh, I've got a land that's under contract, waiting on titles registry, um, and it keeps getting pushed back. And then I don't know if I want to commit to a build for 18 months and with uncertainty of price rises, you know, resent around an email in early April, 36% increase in all PVC piping. So that just compounds to everything. So, you know, you sign a build contract at 800, next thing you know, you're spending 950 to a million. It's a bit scary to see.

SPEAKER_00 51:28

Totally.

SPEAKER_02 51:28

So they lock the certainty of buying here and now.

SPEAKER_00 51:31

I agree, man. Like the people are like, when I always have a look at stock levels, right? Stock levels I track um my first property I bought was in Cranbrook. So with 4814, I check the stock levels in Cranbrook and it has been flat. Like it hasn't gone up, it's not going down, but it's just like bottom down probably for the last two years. And it's like, nothing's been added here. And that like your building approvals are low as. Some people are saying, like, should I sell? Should I sell I bought in Townsville a little while ago? Should I sell? It's like, but it's gonna keep doing double digit growth year on you for the next two to three years. I don't know why you'd want to not have that as a property investor. Yeah, uh, Jabin, thank you so much for coming all the way from Sunny Townsville. Go the cows, and man, looking forward to having a drink with you tonight.

SPEAKER_02 52:14

Look forward to it, Jace. Thank you very much for your time.

SPEAKER_00 52:17

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