Michel Borer

[00:00:00] Speaker A: Your voice, your community station. You are listening to IPL Radio. [00:00:07] Speaker B: All right. Welcome back to the Property Bros with Carlos and Josh. It's another week, Carlos, another week. [00:00:13] Speaker A: Can you believe it? [00:00:14] Speaker B: Yeah. [00:00:15] Speaker A: You know, it feels like we're here almost every day because the week goes by so quickly. [00:00:19] Speaker B: Yeah. [00:00:20] Speaker A: We're always running around Perth selling, buying real estate. And we're back here again. [00:00:25] Speaker B: Exactly how was my fade in just now? I need to clarify how good it was. [00:00:30] Speaker A: You're fading. Oh, well, you're getting better, my friend. If you want some pointers, I can show you in the next half of the show when I take. [00:00:41] Speaker B: There's a reason why I'm a real estate agent, not a radio dj. [00:00:44] Speaker A: Yes. Have you had a good week, Josh? [00:00:47] Speaker B: That's a good week. Enjoyed it. Obviously, it was Mother's Day on the weekend, so obviously we are celebrating all our mums. My wife's mum as well, you know, I've got two kids, so it was really nice to, you know, a day to appreciate them. It's not often you truly understand the extent of what our parents do for us until you are a parent yourself. [00:01:11] Speaker A: Yeah, I can completely understand. [00:01:13] Speaker B: So it's so nice. It was amazing. So we had a very nice day with my mom and my wife and, you know, with the family pretty much. [00:01:22] Speaker A: That's so beautiful, Josh. Yes. Well, you know, I took some flowers down to my very good friend Pat. I hope she's listening in. She's down in South Yonderup, so. She's a wonderful woman. So I gave her some flowers for Mother's Day. [00:01:33] Speaker B: Nice. [00:01:34] Speaker A: Had a beautiful lunch and we were doing the Mr. Perfect barbecue. [00:01:38] Speaker B: Yes. How did that go? [00:01:39] Speaker A: Yeah, well, look, people were asking me, how's it gonna go on Mother's Day? Because it's Mother's Day. You assume everybody's with their mums or their partners. And, you know, we've spoken about Mr. Pert before on IPL radio. And it's. It's a barbecue, of course, for men. It's a men's mental health outreach barbecue to get guys together. And surprisingly, you know, on Mother's Day, a lot of people show up. It's because not everybody's with their mum. Nobody has their mum. Not all fathers have their kids. On Mother's Day, they might be with their mothers if they're separated or we've got men that are widowed, of course. [00:02:19] Speaker B: Yeah. [00:02:19] Speaker A: So the turnout is actually pretty good. It's actually still pretty consistent. And it runs month in, month out with a similar numbers. [00:02:25] Speaker B: Yeah. Now you surprised Me, obviously. You gave your talk on Friday during one of our BNI sessions. You explained it, I think. Yeah, that was a real eye opener. [00:02:35] Speaker A: Yeah. So it went very well. Even the guys from the station came down nice and, oh, look, we wear different hats, don't we? That was the biggest takeaway from the talk on Friday. You and I, we're both real estate agents. We. We do a lot around Perth in terms of our sales and purchasing, but we do other things. You're a dad, no kids. You're very proud dad. [00:03:00] Speaker B: Very. [00:03:01] Speaker A: And Mr. Perfect's like my child. [00:03:04] Speaker B: Yes, a very different child. But yeah, yeah, yeah. [00:03:09] Speaker A: So now the barbecue went very well and, yeah, looking forward to seeing the guys again next month. [00:03:14] Speaker B: Next Hip. So obviously, tell us a little bit, where is it run and how often do you run it? [00:03:21] Speaker A: So I'm the Safety Bay host. Obviously, there's different barbecues around Perth and all around Australia. Mr. Perfect.org is a website and so generally every single weekend there's going to be one running somewhere in Perth because they're staggered that way. Mine runs on every month on the second Sunday. Whatever day that falls on, whatever date that falls on, we'll be there with. With a snag and some music and some cold drinks, ready to have a chat with the guys. [00:03:51] Speaker B: So I remember when you first told me about Mr. Perfect. You remember when they used to have Mr. Universe and Mr. World, where Arnold Schwarzenegger used to flex his muscles with all the oils. [00:04:02] Speaker A: Oh, yeah. [00:04:03] Speaker B: And used to win the title. So when you said Mr. Perfect, what's this? [00:04:08] Speaker A: It's a bit of a conversation starter, actually, Josh. [00:04:11] Speaker B: It was. Yeah. So it makes you say, what's this exactly? Am I actually going to be seeing all this muscular man on stage or something? [00:04:19] Speaker A: You know, the ladies actually, they always come up and make a joke that's, oh, there's Mr. Perfect or I'm still looking for Mr. Perfect. [00:04:25] Speaker B: Yes. [00:04:26] Speaker A: And then generally get some curious guys come say, what's all this about? [00:04:29] Speaker B: Yeah. [00:04:30] Speaker A: And so, yeah, I have a chat to them about what it is and invite everybody along. [00:04:35] Speaker B: Nice. Now that's really good. I think that's an amazing initiative. Initiative, obviously, for men's mental health. [00:04:43] Speaker A: It's a passion project, Josh. [00:04:44] Speaker B: Exactly. [00:04:45] Speaker A: Now, like you said, we wear. We wear different hats. I'm a sales professional. Do I work in sales? As you know, across Perth. But we all need that extra something. I think we all need to give something back. And I'm slowly starting to refine my work, work life to my community, giving life and I'm going to be putting more energy into Mr. Perfect this year and next year. [00:05:06] Speaker B: Nice. [00:05:07] Speaker A: So more talks. I went to the Rotary Club of Northbridge just last week and they asked me to come in and give them a talk. And that sort of thing spreads awareness. Nice. Last Friday, we gave a talk at BNI talking about Mr. Perfect and again, spreading our awareness with our own team, because BNI is our extended marketing team for all of our real estate services. [00:05:31] Speaker B: Yeah. [00:05:32] Speaker A: Just having these conversations, you know, helps spread the word and get guys involved. [00:05:38] Speaker B: Nice. Amazing. [00:05:39] Speaker A: Have you got a passion project, Josh? You got something you work on other than your kids? [00:05:44] Speaker B: Not at the moment. I'm actually very, very busy at the moment. So, you know, I'm still trying to find something to put in effort into, but my kids are a big passion project of mine. So, you know, once I'm done at five o' clock, that's it. I'm home with my kids. So, you know, with my family, my wife and my two kids, obviously I don't see them throughout the day. I do what I need to do, meet, go out for lunch or whatever, meeting people. And then once that 5 o' clock is done. That's why you don't see me going. I know you've called me for a lot of events, you have never seen me at those events. Purely because it has to be something really important to be pulled away for me at the moment. So. Yeah. And then again, Saturdays are, you know, busy with inspections and stuff, so I try to keep the Sundays for family at least, you know, because I still want to be there for the fan and, you know, end of day. Yes, clients are important. If I really have to go out, I will go out on the Sunday as well. [00:06:42] Speaker A: Yeah. [00:06:43] Speaker B: But it'll be more with my family. Pretty much, yeah. [00:06:46] Speaker A: Oh, well, I was reassessing my priorities today, running my priority lists and after health, you've got your clients and after that you've got sourcing new clients and it just goes round and round, doesn't it? [00:06:58] Speaker B: Yes, yes, it does. [00:06:59] Speaker A: Yeah. [00:07:00] Speaker B: So that's good. So we had a bit of a chat as well recently and we found out that. Did you know that Carlos was a pilot as well? [00:07:11] Speaker A: So I don't actually spread that out that far. Too far around. [00:07:15] Speaker B: I'm starting to spread it out because we are thinking. I was going to float this idea by you. How about we have our session in the air one day? [00:07:22] Speaker A: We're technically cool. Good with, with. With the Bose headsets that we use. Yeah, they. They're nice Noise cancellation. [00:07:28] Speaker B: Yeah. [00:07:29] Speaker A: And they even sort of tethered to your phone so you can make phone calls. Oh, wow. Yeah. And people on the other end of the phone just think you're in a quiet room, but really on the outside, it's about 120 decibels with the engine running. [00:07:41] Speaker B: Yeah. So now we got to do that. One day we have to fly around Perth. We'll take the whole tour, the scenic route, and we'll be like. [00:07:51] Speaker A: Perth property from the air. Looking down at all the rooftops, looking at the different. Hey, that could be a lot of fun. [00:07:56] Speaker B: Can source properties from air. [00:07:57] Speaker A: Look at that. [00:07:58] Speaker B: Yeah. Sourcing. That'd be an amazing, amazing project. Yeah, that would be good. [00:08:04] Speaker A: That's a lot we can do. [00:08:06] Speaker B: Yeah, yeah. [00:08:06] Speaker A: No, it's a lot of fun. I haven't. I haven't flown in a while, actually. I must get back in the air. It's. It calls me. [00:08:13] Speaker B: Does it? [00:08:14] Speaker A: Yeah. [00:08:15] Speaker B: All right. [00:08:15] Speaker A: I mean, I have my passion project, but that aviation is my greatest passion. [00:08:19] Speaker B: Yeah. Now, I would love to get into it one day. So tell us, Carlos, we've got a bit of a guest today. [00:08:26] Speaker A: I know there should be a sales. [00:08:27] Speaker B: Conversation today, the whole day today. So don't ever. Don't gang up on me like what I did. [00:08:32] Speaker A: But not going to be in this buyer's agent business. We've got Michelle Bora from Freemantle Co. He's a sales agent. [00:08:40] Speaker B: Yes. [00:08:41] Speaker A: And, yeah, no, I wanted to get him on for a while so we can just, you know, get his take on. On selling real estate in Perth. So what's he doing? [00:08:48] Speaker B: Michelle specializes in the Fremantle area, obviously in the name, and he buys and sells in that area, so it'll be good to see his perspective. What's happening in Fremantle, what's he seeing on the ground? And, you know, we'll talk real estate. [00:09:04] Speaker A: Obviously, you know, Frio is a tricky suburb to work in. I mean, there's a. There's a lot of heritage listing things you've got to navigate around for. Have you come across that? [00:09:14] Speaker B: Oh, yes, I have. Yeah. [00:09:15] Speaker A: There's a lot of extra conditions and things, approvals, things you can and can't do. It certainly makes some purchases complicated. [00:09:24] Speaker B: It does, but it's also obviously a Lots of tourists goes into the area, so you've got a lot of your Airbnb type properties as well, especially in the apartment space and all that. And you've got some unique properties. I've actually seen, like walked into one thinking, I'm in a warehouse when it's you know. [00:09:42] Speaker A: Oh, yeah, yeah. [00:09:43] Speaker B: But it's actually a proper house. Three stories, it was. They've got some unique, real unique type buildings which you will never find anywhere else. [00:09:51] Speaker A: I know. It's just. It's such a beautiful area. It's probably one of the oldest areas in Perth, isn't it? It is important there and the lengths that people go to. You know, they have to. They've got these preservation orders on some properties where they must maintain a facade if there's anything that needs to. They can't change things or if there's absolutely necessary upgrades, they have to keep the components like a door or the glass or something from the. It has to be stored safely and there's all these conditions attached to it. But I just love how in Frio and even in Perth, how people get creative around how they maintain the general look of the property, but then they completely renovate it internally to make it very modern. [00:10:33] Speaker B: Yes. I think you see that in older churches as well, where the inside is all internal. It's actually like a house, but it's actually an older church that's been converted. [00:10:42] Speaker A: I've seen. I've seen them do that as restaurants as well. [00:10:44] Speaker B: Restaurants, warehouses. I think people are creative hands down. You know, it can be done. It's just a matter of when how much. Obviously money and all that is involved. And I think to your point where, you know, there's lots of laws and all that around it, I think as long as you navigate them correctly, it can be done. [00:11:07] Speaker A: Yeah. And you probably need to be very aware any. Any buyers in Fremantle area where there's going to be some complications. You just want to be very aware of what's required of you for the long term as a property owner. [00:11:22] Speaker B: Yeah, amazing. So it'll be good to have him on board. Obviously. It'd be nice to discuss property and Fremantle, what's happening. I think there's lots of, you know, the market there. [00:11:33] Speaker A: It's. [00:11:33] Speaker B: It's very different. Obviously it offers a lifestyle as well, being close to the beach. Now they're. I think they're doing. They're closing up the bridge at the moment. It's going to cause a lot of traffic, but once it's opened up, it'd be another amazing, good access to Frio. Yeah, no, I'm actually enjoying it. I'm looking to hopefully be a very nice, interesting chat with Michelle today. [00:11:57] Speaker A: Very, very vibrant community. [00:11:59] Speaker B: Very vibrant. [00:12:00] Speaker A: One of the biggest things I hear around Perth is we love the vibe in Frio. [00:12:04] Speaker B: Yes. [00:12:05] Speaker A: How's the Vibe in Frio. [00:12:07] Speaker B: Yeah. I think the first thing when tourists come down as well is let's go to Frio. [00:12:11] Speaker A: Oh, of course. [00:12:12] Speaker B: Let's try the Ciceros in Frio. [00:12:15] Speaker A: Unless we forget the Fremantle doctor. [00:12:17] Speaker B: Fremantle doctor? [00:12:18] Speaker A: Yeah. Did you come across it yet? [00:12:21] Speaker B: No. [00:12:21] Speaker A: What's so and so? This is, this is something I heard ages ago as well. What doctor are they talking about? It's the sea breeze that comes of an afternoon and it funnels its way through Frio. Yeah. Because all it sit out like a grid. [00:12:36] Speaker B: Yeah. [00:12:36] Speaker A: So it calls everybody down the. The Frio Doctor. [00:12:39] Speaker B: The Frio doctor. It's always nice. I mean, you know, even just sitting down by the beach enjoying the sunset. [00:12:47] Speaker A: I know. [00:12:47] Speaker B: Having your fish and chips from Ciceros, enjoying that nice morning city life down there. You know, every Saturday, Sundays is nice and vibrant. [00:12:57] Speaker A: Yeah. [00:12:57] Speaker B: It's lots to do and yeah, I think Freeo Freya is always going to be amazing. [00:13:02] Speaker A: Yeah. So this is why we're very interested in. In Michelle giving us his feedback. [00:13:07] Speaker B: Yes. [00:13:07] Speaker A: How he, how he does what he does, his listings, sales and how he navigates Frio. Because it's, it's not just your run of the mill standard green title. It can be a bit more complicated to work there. [00:13:21] Speaker B: All right, we're going to go into a bit of a break and when we come back, I'm going to drill Carlos a little bit into what being a sales agent is like. [00:13:30] Speaker A: But don't forget to drill Michelle too. [00:13:31] Speaker B: I will, I will drill both of you since it's a segment about sales agent, isn't it? [00:13:36] Speaker A: Very good. [00:13:36] Speaker B: Let's do it. So anyway, you're talking to Carlos and Josh. Carlos from WA Property Sales and Josh. [00:13:42] Speaker A: Bias agent, your voice, your community station. You are listening to IPL radio and. [00:13:50] Speaker B: You'Re listening to the Property Bros with Carlos and Josh. [00:13:54] Speaker A: Josh Anthony, buyer's agent. Carlos Garcia, selling agent. [00:13:58] Speaker B: Exactly. And that's a good segue there, Carlos, into my next questions. [00:14:04] Speaker A: How about I ask you a question first? [00:14:06] Speaker B: I think this time around on you, this time is me on you. [00:14:10] Speaker A: Actually, I do want to ask you something in terms of what you and I do. You're a buyer's agent, I'm a selling agent. And we have our networks and they're all over Perth, as you know. We've got clients everywhere and from clients come more clients. And now our networking family again. Different parts of Perth. [00:14:27] Speaker B: Yeah. [00:14:28] Speaker A: What do you think about specialization? Area specialization? You've got the agents, the local agents. So it might lead into some of your questions there. That Talk about local knowledge and born and bred in this suburb. And because of that, you should sell or buy in your case with us or, you know, our approach has been far and wide because our networks call us that far and wide. What's your opinion though? [00:14:56] Speaker B: Are you talking in terms of sales agent or bias agent or book? [00:14:59] Speaker A: Oh, I'd have to say both. I mean, I'd say there'd be buyer's agents that specialize in specific suburbs and areas. Just becoming specialists. Yeah, I mean, agents certainly do. [00:15:10] Speaker B: I mean, like you said, it's always good to specialize in an area. Right. Because when you specialize in the area, you know, the ins and out of the area. If I were to come and rattle off to you, Carlos, what's in safety bay 4x2, what's it going for? You know, for you will be able to just tell me just pretty quickly. Yeah, pretty quickly. I mean that's, that's the whole idea of the specialization. Right. If I were to come and say, Carlos, this house is here, it's a little bit undervalued, but if I were to put a new kitchen in there, what would it be worth? Now you could tell me straight away. [00:15:40] Speaker A: We can do some calculations, there's formulas we apply. Safety Bay. Yeah. I happen to live there and I've sold properties there, of course. But I want like my, my stance has always been that, that the skill is in the research. It is, it's not so much as to where's the best coffee place that makes you local. It's being able to come into any area, any suburb and look at the data and, and then use your experience to reconcile the two. [00:16:05] Speaker B: Correct. [00:16:05] Speaker A: And that's when you come into. And we generally come in within about 10 to 20% maximum of what the property actually ends up selling for. [00:16:13] Speaker B: Yeah. [00:16:13] Speaker A: You know, based on that formula. [00:16:14] Speaker B: Yeah. [00:16:15] Speaker A: And it can be applied anywhere. Doesn't even matter what state you work in. [00:16:18] Speaker B: That's exactly right. So I guess there's two approach here. So obviously, always, for example, when I met a client, the first thing they asked was who's the local agent here that I. [00:16:30] Speaker A: Local agent. [00:16:32] Speaker B: The local agent who knows the area, who I could contact and go to. So they would rather go to someone who's local, they know the area, they know what they're selling for and they can make the sale. Now there's, there's a good and a bad in it. And I've. I've been on both sides of it. Right now there was a client again, same thing. So what we did was we took three appraisal. This was the beginning of last year. We took three appraisals. Two, two were outside the suburb and one was in the suburb. All right, so the local real estate agent expert, she came down saying what's in the local area was say I'm just going to spot out what the scenario obviously. So it was a three by two. So she said in that local area, this is what it's selling for 600k. Okay, 580 to 600k. Now we got two other agents from outside who came in. It's like easily we can touch 700 with this one. [00:17:25] Speaker A: See that? [00:17:25] Speaker B: All right, now again, it was a hot market back then, all right, so obviously prices were going up. So. [00:17:33] Speaker A: But you need that broader horizon. [00:17:35] Speaker B: You need the broader horizon. So basically what happened was she took the agent that she liked, which was someone outside obviously promised her the amount and she got 750 for it. Yeah, for that property. Now she had gone with the other agent who said you could probably get 600 maybe once you put a price on it. You know, people tend to hover around that price as well. We may not have gotten that much. Now on the other spectrum of it now we went on the other side recently, I had another experience with another agent. The local expert obviously is not as hot as it was last year, but this is where the local expertise came into play saying I know what's being sold in this area, this is how much it is. And the other agents were starting to throw out numbers out there obviously to get the listings. And the one that they went for that offered more tend to be sitting a lot higher and actually got sold at the end of the day slightly under what the local agent had said. [00:18:38] Speaker A: That's a common practice. Yes, it's part of. And I think it's for the answer to one of your questions here as well. So why? Some agents have a bad repair reputation in general in our industry because of these practices. They're smoke and mirrors to try to get an outcome. It's not very fair, but you know, look, I see some pros and cons as well. I mean, I think that your local agent can know the market very well. They're constantly working in it. But I've also found that the local agents that don't go anywhere start to become a little bit complacent and they're not broadening the horizons. They're not sort of giving you information based on what the broader market is doing as a comparison, not what will that place sell for but more so asking the question who would buy this place and where do we source these people? It's not just going to come from the suburb. [00:19:30] Speaker B: Correct. [00:19:31] Speaker A: And on the other end of the spectrum, like you say, an inexperienced agent that is not from the area. This is why it all comes back down to experience. An inexperienced agent that's not from the area can be way off the mark. [00:19:44] Speaker B: Correct. [00:19:45] Speaker A: Why I cannot won't be able to interpret the data because the data is so important. I mean we need to see the physical building, the bricks and mortar. But there's a story when you start to look at the information that we look refer to on RP data. We're looking at trends days on market. We can start to work out square meter rates and comparable buildings. We can start to look at long term trends. What it was doing 20 years ago, 10 years ago, three years ago, it starts to paint a bigger picture. [00:20:18] Speaker B: Correct. So that's a great, great way of saying it. So, all right. Now Carlos Garcia, I've introduced you to a client of mine. Okay. In this particular area, all right, let's say David in this particular area. And you say what's your thought process like going into that meeting for that house? What, what do you, how do you prepare to go into that meeting? [00:20:42] Speaker A: What's my thought process? Yeah, Josh just, just referred me to a client. I've got to do a good job for Josh. Can't let Josh down. That's probably thought process number one. Sorry, what was the question? I'm joking. It's all procedures. It's all procedures? Yeah, we've all got a system. System. When we're coming to look at a new property or introduce a new client, we follow, I mean I follow my processes, I can't speak for other agents. [00:21:09] Speaker B: But now I want to know what does Carlos Garcia do? [00:21:13] Speaker A: Me specifically. [00:21:13] Speaker B: Me. You specifically. So say for example I've introduced David, who lives in Como, let's say and he's got a three by two house. You don't know the area. Obviously you know, you may know just roughly but say now you've got a three by two house, you're going to see him next week, on Wednesday you're going to appraise the property and you're going to get that listing. Get may or may not get that listing. How do you get yourself ready for that appointment? [00:21:45] Speaker A: Well, so the first thing I would probably do would touch base with David, get a bit of a sense of who I'm dealing with. And that first conversation is very important because we can start to unravel whether we have similar values and we're going to have a shared vision on this, whether we're going to be compatible to work with each other. At the end of the day, I've got something to offer in terms of my experience here and what I want to achieve for him, which is the best possible result. You know yourself, Josh, some clients can. It doesn't go that way. They can be a little bit more difficult or have a little. Just different views and that can make for a very complicated process dealing with them. So that's the first thing we're going to work out who we're dealing with. Then the second bit is before I even get to the property and do some homework on it, I want to look up the address, look at the suburb, see what the construction type is, see if there's reliable data on the figures. I've got an idea in my head, got a very broad picture. It's just like a funnel starting out here, very wide with a broad idea of what a 3x2 in COMO will sell for. Then we're going to look at the data that's going to narrow that in a little bit more. That's going to give us a bit of a tighter range, but still broad because we haven't been through. Might look good on paper, it might look good in pictures, but hey, it could be completely demolished inside or there could be something significantly adverse to this sale that we don't know about yet. So a bit of research first and then we're going to start to look at comparable properties based on data only in terms of a three by two in Kymo. How many have sold, how far away were they? How long did they take to sell and what sort of campaign was used by say other agents? You know, did it sell at auction or was it an end date sale? Are they pricing or from prices? I'm starting to gather information to tighten this funnel up a little bit. And then obviously we're going. I was going to say before we're going to get to the day of inspecting the property, but before I even get to the property, I actually allow a bit of extra time, probably about half an hour on average. And I start to do a bit of a drive around. I actually go up and down the streets, back and forth, looking at houses, general tidiness of lawns, the general presentation of streets. Who's walking around? Have we got people with prams walking around? Have we got older people walking around? Can I hear anything? Is there like a freeway nearby? Am I Seeing planes overhead like a property I just listed in Southern River, I'm starting to get a sense of what's around us because that might give us a clue of any challenges we might face down the track. And then obviously we finally attend. And if all these steps have been executed properly, Josh, leading up to the actual walkthrough, I'd say with about 80% confidence that I'm very sure what this property is likely going to be selling for. Then we allow for the unknowns. Like a property that's been renovated and it doesn't show on previous photos or it's had a major extension. Again, doesn't show on previous photos, or there's been some major changes that we would allow for. And then that may actually lead me back to go and do some more research if there's something significantly different. But all the prior steps would probably lead up to say, yeah, that final walkthrough is just a confirmation. It's a confirmation that I've one, been through it. Two, I can speak with conviction about what the data is saying. And three, we can probably hit the mark. And look, generally I'd say about, with high confidence, about 95% of my appraisals coming with about within about 10% of the final sale price. [00:25:27] Speaker B: Nice. [00:25:28] Speaker A: And generally, generally I get a little bit more than that figure. Yeah. It's. It's not just like you do. You just sort of turn up to the radio and you're just. It's not, it's not about a turn up and, and execute. It's. There's a bit of homework. [00:25:49] Speaker B: Yeah. [00:25:49] Speaker A: And you know, and sometimes, Josh, I find that depending on the property, because we were talking about this the other day at BNI and leads to business, of course, sometimes you need to go away and actually do some research because there isn't enough data. You need to do that manual research of actually looking for comparable properties that haven't been on the market or maybe need buy and then start actually reverse engineering the properties. [00:26:18] Speaker B: Correct. I think you, you mentioned that in the networking event and I actually wanted you to also bring that up, which is good. So you said you, you had this property that you needed to appraise, obviously, and. [00:26:29] Speaker A: Yeah, yeah. Up in Ocean Reef. [00:26:32] Speaker B: Yep. But there's not a lot of sales data on it and not a lot of good comparison sales. And the estimates that was on there was actually not a good comparison. [00:26:42] Speaker A: Not obvious system. [00:26:43] Speaker B: Yeah. So tell us a little bit about that. Tell me how you, what was your thought process? How did you enter to come up with the potential value for that problem. [00:26:51] Speaker A: Oh yeah, that was an interesting one, Josh. Because the data was so old, there'd been so many sales that hadn't happened or the sales that happened were pre Covid or last boom like 2013. So what the bank data actually starts to do, it starts to populate likely data. It's not going off recent comparable sales. And why this was completely wrong in this case was because I was dealing with an over 55s. Yes. I had a size, I had a construction type. Right. And what, what our system was doing, our bank system like RP data that we use was taking comparable sales based on number of bedrooms and size from the rest of the suburb. [00:27:36] Speaker B: Yeah. [00:27:37] Speaker A: Right. Now when you're dealing with an over 55, you're going to have to make some serious adjustments there because a not everybody in the market can buy one because they can't live there. You have to be over 55. You can't have anybody that's under 55 live there for more than 30 days. And then there's going to be in this case monthly fees significantly more than strata levies. I'm talking like $750 a month to live there. And on top of that when you sell, because this is an over 55 sort of transitional care, when you sell, you have to give 30% of the, of the, of the gross proceeds to the village. [00:28:15] Speaker B: Wow. [00:28:16] Speaker A: Yeah. So these are significant barriers in, in a buying two holding and three finally selling. So we can't compare that to properties of a similar size in the rest of the suburb that don't have those burdens. [00:28:30] Speaker B: It would make sense that there's, there'll be not a lot of comparison sales because people who stay there will be staying there for long term. [00:28:37] Speaker A: That's the plan, isn't it? [00:28:38] Speaker B: That's the plan, yeah. So because of all this as well. So. Yeah. So what was the barriers? Tell us again, how did you go through it? [00:28:47] Speaker A: That was probably, that was the start of the biggest barrier there I guess where the, the data was saying that, you know, a two bedroom unit in Ocean Reef should be coming in anywhere between 7 and 800,000. [00:29:00] Speaker B: Okay. [00:29:01] Speaker A: And, and I knew that wasn't the case because this was, it had all these conditions and burdens and whatever. So I actually did, did some research. This is where it gets manual. I actually cross referenced the, the current estimates of 200 units in that complex. [00:29:19] Speaker B: Wow. [00:29:20] Speaker A: To filter out the errorness data. [00:29:22] Speaker B: So you actually looked at each one everyone individually. Wow. [00:29:25] Speaker A: I think you called me Josh. [00:29:26] Speaker B: I did in the middle of that. [00:29:28] Speaker A: Process, a phone call from you while I was doing this cross referencing, just one by one by one. And then I was, I was looking for, for one size, the, the land it's sitting on because it has a little bit of a yard space. Then I'm looking at renovation. So I'm making sure I'm comparing the correct data. [00:29:47] Speaker B: Yeah. [00:29:47] Speaker A: And then I started looking at the second best thing, not just your direct comparisons, but recent sales. [00:29:56] Speaker B: Yep. [00:29:56] Speaker A: Looking at recent sales and I was able to. To work out that there'd been. There'd been enough multiple recent sales that. That gave us, gave us a figure. It gave me. It was able to bring a range of 700 back to as little as 350. Right. But these recent sales, and I'm talking within, within the last three years. [00:30:18] Speaker B: Yep. [00:30:20] Speaker A: Were enough to start then give me a starting point and then start making the allowances for what the unit is, what the burdens are and what the likely sale process would be. So I'll give you an example. In recent years, say pre covered, for example, I saw units in that 200, 200 sample population taking nine to 12 months to sell. [00:30:43] Speaker B: Yeah. [00:30:43] Speaker A: That's indicative of a property with burdens. [00:30:47] Speaker B: Yes. [00:30:48] Speaker A: You know. [00:30:48] Speaker B: Yeah, yeah. [00:30:49] Speaker A: And then when the markets got hot. So I looked as far back, Josh, as 2013. [00:30:54] Speaker B: Wow. [00:30:55] Speaker A: I looked at that boom and the activity within those 200 units. And then I looked post Covid as well and looked at, look at the, the activity and the sales activity. And still looking at that time frame it would take to sell these units and that shrunk to about three to four months. So still it wasn't an overnight sale. So it's, it's these aspects, Josh, that I was taking into account to try to work out what we're dealing with and what we're likely going to be selling this fall. So it ended up coming in between 330 and 350. And recent sales were aligning with that into the early threes and some actually getting towards the 350 mark. But I really had to dig deep, deep to find them. [00:31:36] Speaker B: So with a sellers happy with that. [00:31:41] Speaker A: Well, they would have hoped that it was in the 700s. [00:31:45] Speaker B: Yeah, 100. [00:31:48] Speaker A: But this was a very specific case. It's a similar, it's similar to assessing, say a commercial property. You don't just come in and say this is worth X amount because there's been 300 commercial properties sold in the same suburb, you know, in the last week. You have to really go and reverse engineer these properties. Into a square meter rate. Look at the outgoings components, what's the tenancy position, how, how far is the tenant locked in place? Is there a tenant in place? It's a bit of a recipe to work out what this is worth. It's a manual process and sometimes depending on the client that you referred me to or we're dealing with, it's a combination. We're looking at the data, we're doing the assessment and then we're going off to do the homework, like I said. [00:32:36] Speaker B: So again, came back to your earlier point. This is something experience would have taught you, isn't it? If someone was not as experienced, would have just. Yep. It's worth whatever it is and they would have just gone off and put it on the market straight away. [00:32:53] Speaker A: Yeah, I'd say it's a very, very tricky, very dangerous position to be in. To be blindly trying to sell something that you don't know too much about its history. [00:33:01] Speaker B: Well, I did have a seller one day wanted me to help him put it on the market. Obviously I was like, why don't you go with a sales agent? Well, I did speak to the sales agent. The sales agent just wrote up a report and sent it straight to me. I was like, what do you mean? [00:33:19] Speaker A: I just did a blind appraisal. [00:33:20] Speaker B: Just a blind appraisal. And he went back saying that, what do you mean this is not the right price. Look at what selling, selling on this one, sold for this, this one. So basically the, the seller did the work for the agent. You know, to say this is what we sold around and what you're sending me is ridiculous. [00:33:38] Speaker A: Yeah, that shouldn't happen. We're dealing with savvy sellers. Savvy sellers, like generally, I find probably a good 70% of sellers before they even meet me already have had done the research themselves. Yeah, They've already heard of the neighbor's property, They've looked up their own stats. They can see the property trends in, in the suburb. They've got an idea, they've got their expectation here and their idea over here. What they want is that agent to come here and come in and validate them. [00:34:06] Speaker B: Correct. [00:34:06] Speaker A: So if the agent's way off the mark. Yeah, yeah, it's going to be a problem. [00:34:11] Speaker B: Good. So that's my segue into what makes a great sales agent there, Carlos. So you kind of touched on a lot of points that making sure that you do the due diligence on it even before seeing the house. Not going there with the mindset that this is what it's worth and this is what we're going to do kind of thing. So everything is kind of tailored to that specific seller and the house that they're kind of selling. [00:34:34] Speaker A: Look, it can, it can work the other way. I mean to do the job right. We've kind of, we've just described the process and then we can also come across what I call like a cookie cutter sale. So I've, I showed a unit on Friday, I think it was, what day is it? Friday. Shot a unit on Friday. And when I look at the data, the data was just, just blatantly obvious. I'm dealing in a section of Rockingham where there's a huge section with, with a lot of density of units all the same, all built. So there must have been a massive redevelopment in that area going back, you know, 30 years, 40 years ago as an example. Right. But all the same size, all the same age, multiple recent sales, multiple comparable sales. And the bank data with high confidence across the board. So we still needed that walk through confirmation to say yes, this is definitely what I'm seeing in the pictures. But there was so much data. Jobs. [00:35:41] Speaker B: Correct. [00:35:41] Speaker A: That we came in dead on the money. Dead on the money. So what we had is we had data and my idea, my, my sort of projection of what it's going to be worth and the buyer also had her idea and the seller had their idea and we're dealing with reasonable people here. All four points lined up perfectly. [00:35:59] Speaker B: Amazing. [00:36:00] Speaker A: To within $5,000. [00:36:02] Speaker B: Josh, we hit the mark. Amazing. [00:36:05] Speaker A: We hit the mark. So, so there you go. [00:36:08] Speaker B: So there you go the two, two extremes, isn't it? [00:36:10] Speaker A: They're not all cookie cutters obviously. I think every property is individually, it has its own charms. But look, I certainly, I think we like with any career we have easier jobs, we have harder jobs, we have more difficult clients. We have easy clients. Yeah, yeah, we do our best, don't we Josh? [00:36:27] Speaker B: We do. Well that's the property bros with Carlos and Josh. So obviously you're listening to Carlos and he. His sales process. Obviously. If you've got any questions, we're also going to have Michelle Boro on here. [00:36:39] Speaker A: Yes. And I'm, I can't wait to hear Michelle's sales process. [00:36:43] Speaker B: Excellent. So let's, let's hear from both of them obviously. If you've got any questions. Carlos, what's your phone number? [00:36:48] Speaker A: 0419-Double-75 triple five. Or you can reach me at Carlos wapropertysales.com and with me is. [00:36:57] Speaker B: My phone number is 0419-815-5575. So obviously you've got any questions for both Carlos and and Michelle, please text it through and we'll be more than happy to read it online. All right, so going to a bit of a break and I've got a song for you there, Carlos. It says take it easy. All right, so ease up there. [00:37:15] Speaker A: Thank you my friend. Your voice, your community station. You are listening to IPL radio and. [00:37:25] Speaker B: You'Re back with the Property Bros with Carlos and Josh. Or is it Josh and Carlos? [00:37:29] Speaker A: It's actually Carlos and Josh but this is my show. [00:37:31] Speaker B: Is that right? [00:37:34] Speaker A: And we're with Michelle Bora from Fremantle Co. Welcome buddy. [00:37:38] Speaker C: Thank you very much. Thank you for having me. At the Josh and Carlos or the Carlos and Josh show? [00:37:42] Speaker B: It's the Josh and Carlos show. I think for the first half an hour be Josh and Carlos. How about that? [00:37:48] Speaker A: Yes. I mean I'll show you how to use the controls properly but it's good to have another sales agent in the, in the room because last time we had Ben Jenkin from Jenkin Property Solutions ganging up on me with this guy, the other buyer's agent. So it's time for us to, to return the favor, my friend. [00:38:04] Speaker C: Let's gang up on. [00:38:06] Speaker B: Looks like I have to steer the conversation then. That's why I came prepared today. [00:38:10] Speaker A: You have a lot of questions for Michelle. [00:38:13] Speaker B: So Michelle. Michelle Bora, an experienced sales agent at Fremantle Co who brings over 15 years of hands on experience in buying, selling and flipping properties around Fremantle and beyond. Known for his insight into the local market and no nonsense advice, Michelle helps clients maximize their property outcomes through strategic sales, smart timing and genuine negotiation expertise. I'm very excited to talk to Michelle today and find out a little bit about Fremantle. So that's your pocket, isn't it? Fremantle? [00:38:43] Speaker C: It is my pocket, yeah. I've been living there for over 30 years. [00:38:46] Speaker B: Nice. [00:38:47] Speaker C: And I think I know it pretty well from different sides but yeah, that's. [00:38:52] Speaker B: A good, that's a good thing because earlier we were talking about. You were talking about agents that buy everywhere or sell everywhere. Sorry, sell everywhere and agents that focuses on the pockets on an area. So what we were talking a little bit about difference. Tell us a little bit. So now that you focus more on the Fremantle area, do you have like the grasp of the whole of Rio. [00:39:13] Speaker C: Or how do I, you know, I wouldn't, wouldn't exaggerate that much. I have some grasp of the local area. [00:39:20] Speaker B: Yeah, sure. [00:39:23] Speaker A: Interesting question here for you. We were talking about it earlier as well, how do you find, coming across the heritage problems, the listings, the complications with some of these properties that are very old? [00:39:33] Speaker C: Yeah. Look, it's often very obvious whether they're on the heritage register or not, and obviously you have to make the buyers aware of it or sometimes just in the advertising already, sometimes it's a plus, sometimes it's. It's a negative. [00:39:50] Speaker A: But specifically, what sort of things are they going to have to consider? [00:39:53] Speaker C: Well, it depends. There's different. There's different grades, and it's usually. It's usually not as bad as it sounds. It usually relates just to the facade. [00:40:04] Speaker A: Okay. [00:40:05] Speaker C: Of the, of the. Yeah, just the front. If it's a more substantial. Substantial heritage listing, then it can relate to the property as a whole. [00:40:14] Speaker A: Yeah. [00:40:14] Speaker C: Even the land itself. But in most cases, it's. It's preserving the. The streetscape, preserving the facade. And so a lot of properties have been. Have been bought under this. This condition, and then they have modernized it in the inside and extended it, and you can't see it from the front. And it's, It's. It's some. It's appealing for some people and not so for others because it's. It often increases the cost of, like, a potential renovation. [00:40:42] Speaker A: We were just talking about that. [00:40:43] Speaker B: Yeah. There's lots of new apartments that has come up, obviously, with the facade all being kept. It's nice. I think it's like a warehouse type of facade, isn't it? [00:40:52] Speaker C: But the wool stores. [00:40:53] Speaker B: Yes. [00:40:54] Speaker C: Yeah. There was obviously wool stores right. At the port, and they. Some of them have been converted very tastefully, obviously, you know, know, under the rules of the heritage listing that applies to them, and they're very, very popular. Once they finish, people appreciate the heritage of it. And the whole look. [00:41:14] Speaker A: It gives a beautiful look, doesn't it? [00:41:16] Speaker B: It does. [00:41:16] Speaker A: So just out of interest, Michelle, if there's a property that, say, an old sandstone or limestone sort of facade, could somebody come in and render it and painted? Probably. [00:41:29] Speaker C: Probably not. Unless it's. It's down to its original condition. [00:41:33] Speaker A: Back to original condition. [00:41:34] Speaker C: That's. Yeah, yeah. But I'm obviously, I'm not an expert in all the. The intricacies, but. [00:41:39] Speaker A: Yeah, they're all different, like you say, but. [00:41:41] Speaker C: And it's sometimes also a bit of a negotiation. [00:41:44] Speaker A: Okay. That's right. [00:41:45] Speaker B: Nice. So, Michelle, tell us a little bit about Fremantle as a whole. All right. As, like, what's the market like in Fremantle? Obviously, you know, Fremantle has always been like a bit more of an owner occupied, lots of people, tourists, lots of tourism. In that area, you know, what's it like, what's the activity like in terms of owner occupied investors? How has it affected, you know, since COVID and what it is now? [00:42:10] Speaker C: Well the central, the central part of Fremantle with the exception of the apartments is main mainly on your occupiers. [00:42:15] Speaker B: Yeah. [00:42:17] Speaker C: Purely because they, they're usually quite, quite expensive. [00:42:21] Speaker B: What's what sort of the price range? [00:42:24] Speaker C: Well we have a lot of, a lot of older style properties not too far from the water, you know, in the 2 to 3 million mark. Wow. If it's a bit further inland towards Beacons Field, you know it's, it's in the 1.5 to 2 million mark. [00:42:39] Speaker A: Wow. It's getting up there, isn't it? [00:42:41] Speaker C: Yeah, it's getting up there. But Fremantle has gone, you know, like, like every area it's gone through ups and downs. [00:42:46] Speaker A: Yeah. [00:42:47] Speaker C: And it's had quite a bit of a slow slump between maybe 2014 to kind of the mid Covid times and then a massive boom because of huge immigration. A lot of people have moved from over east and they've seen Fremantle as an asset, as something quite, you know, quite nice to live in. So we have, we had a lot of influx from overseas and from over east. [00:43:13] Speaker B: But Fremantle is always a lifestyle sort of suburb, isn't it? [00:43:17] Speaker C: I mean it really wasn't a, about, about six, six to 10 years ago. It wasn't so much. It had a bit of a downturn. [00:43:25] Speaker B: Like how often would you see someone living in Fremantle up and leave? Mostly the more long term sort of possession of the property. [00:43:32] Speaker C: Right. [00:43:33] Speaker B: And then obviously what I meant by lifestyle is you know, you've got all the architecture is quite like classical, you know, it's nice. It's got some character to the houses. It's not like your modern, you know, like what you see in well out Byford. You know, the same cookie cutter type blocks but they've always got their own character. It's beautiful. It's by the beach. It's got the Fremantle city. You've got the cappuccino street. It's got its unique charm. That's what Fremantle is, isn't it? It's got the prison down the road, it's got the markets. It's. It's beautiful. [00:44:04] Speaker A: It's a vibe. [00:44:05] Speaker B: It's a vibe. Yeah. It is, yeah. I mean I just described it. [00:44:08] Speaker C: It has that. It has the, you know, the attraction of the city, the city itself, the small city that it is. But it's also a beach lifestyle. Yes, of course it's got the, the kind of beach feel, you know, the kind of a little bit Byron Bayish type of thing. [00:44:23] Speaker B: So are you a surfer yourself? Are you a surf for yourself? Do you get on the board? Do you surf the waves? [00:44:29] Speaker C: I kite surf, yeah. It's very windy. [00:44:32] Speaker B: Yeah. [00:44:33] Speaker C: So kite surfing is a good sport to do. I got sailing a bit as well. [00:44:37] Speaker A: Have to be a cousin. Sydney wouldn't, wouldn't it? Fremantle and Byron Bay. [00:44:41] Speaker C: You'd think so. There's this, there's a lot of people that live. Live in one and then move to the other and get back to. Yeah. To the other. Yeah, there is a bit of that. [00:44:50] Speaker A: Yeah. [00:44:50] Speaker B: So that's what I mean. It's. It's a lifestyle sort of, you know, a place to go into. It's not like your every other. Like I said, your. Well arts. Your bifurcate scattered. [00:45:01] Speaker C: No, it's completely different. Yeah. It's not, it's not the other suburbs. Yeah, it's more, it's more kind of a historic inner city and it's maybe a bit comparable to. To some, some, some waterside suburbs in Melbourne as well. [00:45:12] Speaker A: Okay. Yeah. [00:45:13] Speaker C: Like Williamstown, something similar. [00:45:17] Speaker A: We have somebody from Melbourne in the, in a couple of weeks coming in to talk about that specifically. [00:45:21] Speaker C: Oh, excellent. [00:45:22] Speaker A: Yeah. And, and all the heritage listing issues in Melbourne. [00:45:26] Speaker C: Yeah, of course. [00:45:26] Speaker A: Yeah. So that's going to be an interesting episode. [00:45:28] Speaker B: That would be. Yeah. [00:45:30] Speaker C: It's what you said before about the, the heritage buildings and stuff. This is mainly on the streetscape. There's a lot of back properties, you know, from, from subdivisions and stuff that are very, very modern, often with timber cladding, but modern, you know, with flat roofs. [00:45:45] Speaker A: So we're talking battle axe block. [00:45:47] Speaker C: We're talking battle axe blocks just off the street, you know, with, with a heritage, heritage house at the front, like a workers cottage. [00:45:54] Speaker A: Okay. [00:45:55] Speaker C: Brick and limestone, for example. [00:45:57] Speaker A: So the title of the back's clear. [00:45:59] Speaker C: Yes. [00:45:59] Speaker A: You can do whatever you want to do with that. [00:46:01] Speaker C: If it's. [00:46:01] Speaker A: Yeah. [00:46:02] Speaker C: If it's not affecting the streetscape and if it's not too high. There's a lot of. I've seen very, very modern buildings. [00:46:08] Speaker A: Beautiful. How interesting is that? [00:46:10] Speaker C: And then you've got, you know, like we said before, you got the wool stores which have a bit of a open plan, New York style warehousey feel, which are ultra modern. They're brand new house Chicago. [00:46:23] Speaker A: How interesting is that? And we were going to ask you, Michelle. So Josh and I were just talking about the, my sales process from the, from the, from the beginning to the, to the end. [00:46:32] Speaker C: Oh yeah. [00:46:33] Speaker A: We're very curious to hear what your sales process is. You know, from, from the day you receive a referral or the phone call comes in about Joe Blow wants to sell his house. What's your process as a sales agent? [00:46:44] Speaker C: Well, it's usually a phone call to start with. [00:46:46] Speaker A: Yeah. [00:46:47] Speaker C: An introduction if they, if the seller's are willing to meet then we organize an appointment. [00:46:53] Speaker A: Yeah. [00:46:54] Speaker C: Which is then you know, followed up with an email. An introduction through an email with. I usually send them comparable sales in the area. So they already have an idea before I see them. [00:47:03] Speaker A: Oh that's a good one. [00:47:04] Speaker C: They have an idea. [00:47:06] Speaker B: Sold. [00:47:07] Speaker A: Yeah. [00:47:08] Speaker C: Usually a day or two before and then the meeting I usually, I'm probably a little bit different to a lot of agents that the meeting is obviously to, to make, you know, to sign them up seller. But I'm not, I'm not, you know, I don't think I'm a very pushy salesperson at that stage. I'm a lot, I'm a lot more pushy when it comes to selling. [00:47:30] Speaker A: Yes. [00:47:31] Speaker C: Rather than listing. I'm just trying to you know, kind of make friends and convince them that I'm a competent person in the area and if they feel comfortable they can. [00:47:43] Speaker A: They can sign up and how are you going about. [00:47:45] Speaker C: And then I follow up obviously afterwards especially follow up with an appraisal. Tell them exactly what the marketing expenses are, what the marketing plan is. [00:47:52] Speaker A: Yeah. How are you going about determining the projected value of a property? [00:47:58] Speaker C: Well, it's mostly recent sales unless it's very unusual. If you can't compare it with recent sales in the area then you obviously have to look at the land value, the square meter value and the building costs for example. And then the range I give them is probably a little bit broader and I explain it to them. [00:48:21] Speaker B: Yeah. [00:48:22] Speaker C: Because you have to find the right buyer for specific house that is not. Just like you said, cookie cutter. [00:48:27] Speaker B: Yeah. I was going to ask because obviously we like we mentioned Fremantle is riddled with all these character type houses. Sometimes you have, you have not seen them anywhere. Like there's one that I went down which is, is quite close to the, near the Ciceros area I think. I can't remember which one exactly but it's like a three story. It has a very big warehouse kind of vibe to it. You know it's not, not like your everyday like everyone would like it kind of thing. You have to find that one specific buyer. It's a lot like that in Fremantle and I, I'M pretty sure you. You'll be finding it really hard to appraise them, isn't it? [00:49:04] Speaker C: Yeah, you do. But at the same time, you know, through. Through home opens and through. Through conversations with buyers that are looking. [00:49:11] Speaker A: Yes. [00:49:12] Speaker C: You kind of know what they're after. And then when you do come across a property that would fit some of the mold, you can kind of tell your potential sellers that, you know, we actually have spoken to people that are looking for something like that, and that is their budget. And there might not be anything comparable in recent. Recent months that sold like that. But. But we can give them an indication based on conversations we had with people that are looking for something specific. [00:49:36] Speaker A: Buyers are generally pretty open. They're happy to sort of give you their opinion. [00:49:38] Speaker C: Yeah, of course. If you are looking for something, what. [00:49:40] Speaker A: Do you think it's worth? I mean, I'm not calling you to say, hey, when are you going to buy it? Or why haven't you bought it? But what feedback can I give the seller? What do you actually think it's worth? What would you pay for it? And they're actually quite open. They're quite happy to tell you what they think. So when you get enough of those conversations happening, you can go back to the seller and say, well, the feedback's coming in within a range. Well, they're all identifying a specific issue or a point or, you know. [00:50:04] Speaker B: Yeah. [00:50:04] Speaker A: Something to do with the property that's. That's sticking out to them. [00:50:06] Speaker C: Yeah, absolutely. [00:50:09] Speaker B: So I guess what's want to know, you hear a lot of stories about. I have gotten a lot of stories from clients, especially of mine, and they're always saying, agents out there to get us. Agents are so sleazy. Agents are just trying to get more money out of me. Agents are obviously, when I say back, it's like, well, they're doing their job not being sleazy. Yeah, yeah. I'm trying to be very nice here. So. No, they're doing their job in trying to get the best for their sellers. Obviously, it's our job. The way I say it is they're getting. Doing the best to get for the sellers. It's our job not to fall for it or, you know, to try and get. [00:50:51] Speaker C: As a seller or as a buyer. [00:50:53] Speaker B: As a buyer. All right, now, how do you debunk that? Like, you know, like you say, a lot of people always say, God, agents are just trying to get more money. He's trying to do this, like, how do you. Yeah. For themselves. Which is. [00:51:05] Speaker C: Understand a conversation. Yeah. Maybe with A smile to start with. Yeah. But having, you know, knowing that, then you just, you just kind of have a conversation with them that is casual. [00:51:18] Speaker A: And I don't know about you, but it's my pleasure to prove them wrong. [00:51:21] Speaker C: Yeah, absolutely. Absolutely. [00:51:24] Speaker A: There's this bias, this preconceptions about agents and you know, I, I go in and so just try to be myself and try to be professional and they walk, you walk away knowing that they've just got a. Their views changed. [00:51:37] Speaker B: Yeah. [00:51:37] Speaker A: All together. [00:51:38] Speaker C: And sometimes you can't change their views. But, But I find it depends on the market as well. Right. So in the market we're currently in, where a lot of buyers are quite desperate to find a home, they, they're a lot more open to conversations and a lot more forthcoming with information because they actually want you to help them. [00:51:56] Speaker A: That's true. You know what they're coming to. Home opens are what, cash ready or pre approved? Mostly they have to be. [00:52:03] Speaker C: Yeah, they, mostly. A lot of them have just missed out on a few. [00:52:07] Speaker A: Just missed out. [00:52:08] Speaker C: Yeah. [00:52:08] Speaker B: So. [00:52:09] Speaker C: So they know they have to make, they have to communicate with the, with the, with the agent and they have to put their best foot forward and say, look, this is my, my financial position, I'm really interested. And then you have a good conversation with them. [00:52:21] Speaker B: I think it's about going above and beyond for your client, isn't it? Like, there was a night there was a home open that I went to. We. I was five minutes late for that home open, but the home open still hasn't happened yet. And I was, look, I was seeing happened yet. It was the. There was a lady out there sweeping and this agent was down there using the brush and the dustpan and was trying to tidy up the place, you know, so I think something, I don't know, something happened as the, the seller was about to leave. I think she must have knocked something. It's all over the place. So they're trying to get things done. So the agent was also down there on his knees, you know, obviously in the suit and all that. He's on his knees and he's. So for me looking at that, obviously you're going that extra mile to help the sellers and you know, that kind of thing. There's another one I was saying where, you know, the home, there's so much junk in that house, you know, and this agent, you know, come and fold up the sleeve, actually went and hired a wagon from himself to actually go and help and be there and start pulling off the thing. So it's not just about. Yeah, I've got this sale and I'm just going to sell the house, whatever it is, but take that extra step and mile for them to. [00:53:30] Speaker C: To, you know. [00:53:30] Speaker B: So I think. Yeah, definitely share some story, man. [00:53:34] Speaker C: Yeah, well, look, I've just listed. Listed a house in Rockingham actually, and the sellers, the sellers are living over east, so they don't actually know what, what condition the house is in. They just said, sell my house. And you know, first up they had, you know, a few repairs had to be done, so I've organized that. But there's bits and bobs that you just can't find anyone to do, so you just do them. Yeah, yeah, sure. [00:53:54] Speaker A: Knock down a few cobwebs. [00:53:56] Speaker C: Yeah, that's right. And then like you said, an agent might. Might not have had a home open for. For a week. Hasn't seen the property for a week and, and there's leaves on the driveway and there's. There's something fallen over, maybe in the wind, you know, and then obviously last minute you arrive and you just have to quickly clean it up because if you don't, then you have an untidy house, so you have less chance to make it look appealing. And it's better to do it than not to do it. [00:54:20] Speaker A: Well, it's, it's doing the best thing for your client. You're being a good human being, doing the right thing professionally. But you're also taking a bit of pride, aren't you? [00:54:28] Speaker C: Yeah, of course. [00:54:28] Speaker A: That you're not going to put your fund or walk people through if there's like an issue that's obviously, you know, splatted everywhere or. [00:54:36] Speaker B: Absolutely. [00:54:37] Speaker A: Something that's a tripping hazard. You could just easily move, you know. [00:54:40] Speaker C: Well, you're representing that, right? And you, you're like, as an agent opening a home, you're kind of like part of the home, you know, so they're judging the home and they judge you as well. So. So everything has to fit, you know. [00:54:50] Speaker B: Correct. Correct. Yeah. So I mean, your. It's your face on the front, isn't it? So you, it's. You. You have to show that face. [00:54:57] Speaker C: Yeah. And the other thing that's important is, is in. In all the home opens, there's also a few. A few neighbors that come in and that are nosy and some people that want to sell and they want to see what, what's. How you conduct yourself in the home opens and how you present. [00:55:09] Speaker B: Correct. Yes. [00:55:10] Speaker C: They judge you on that. And you can make a good or a really Bad impression. [00:55:14] Speaker B: Exactly. [00:55:15] Speaker A: Now, before we keep going, I said we had Carly Beasley, our settlement agent from bni, a few weeks ago, and I kept getting so many messages coming through from listeners. [00:55:25] Speaker B: That's good. [00:55:25] Speaker A: The half. Half of the show ended up being just responding to these. [00:55:28] Speaker B: Yes. [00:55:29] Speaker A: These messages. So I'm just going to try to get through them as they come through. So I've got a question from Safety Bay, Darren, Safety Bay, asking whether the heritage. Heritage issues only apply to the facade or if it is the whole building entirely. [00:55:44] Speaker C: Yeah, it depends what. What listing it is, what heritage listing it is. So there's different. Different grades. Different grades, yeah, that's right. So. So it's often just. But sometimes it's the whole building. [00:55:54] Speaker A: So there's a specific set of rules attached to that house. [00:55:56] Speaker C: Yeah, that's right. It's attached. It's on the. It's on the title. You can, you can search for. For the. The home with. With the, you know, using the title, the title lot, lot number and folio, of course, on. On the heritage Register, which is an open register, and it will give you the exact details. [00:56:17] Speaker A: The Heritage Register. What's that website there, out of interest? [00:56:21] Speaker C: Just google heritage heritage.gov.wa.uk that's brilliant. [00:56:26] Speaker A: So we can go there and we. [00:56:27] Speaker C: Can actually get a search for the particular property. [00:56:29] Speaker A: Yeah, brilliant. [00:56:30] Speaker C: Basically, what it means, what we do, if there's a heritage listing, we print it out and we show people that come to the home opens and we explain it to them. [00:56:38] Speaker B: But it's good to know that it's an open register. It's not just like a paid website. It's not something you have to go and dig and anyone can have access to it and have a look into it. [00:56:46] Speaker A: Is it coming up on the title as well? If you go into Landgate, do a title search, is there going to be heritage interests listed there? [00:56:53] Speaker C: Yeah, I think it is with the mortgage. [00:56:55] Speaker A: Yeah, yeah, yeah. And this is when you would go off as an agent and do the research. [00:56:58] Speaker C: Research, exactly. But sometimes the sellers don't know. Right. So when you're listing. When you're listing the property, you have to make them aware because sometimes the sellers don't know. It might have been in the family for 100 years. [00:57:08] Speaker B: Yeah. [00:57:08] Speaker A: Now another question's come in. As an agent, do you think it's better to. To dress your house so that's home staging and move all your furniture out? So I guess they're saying sort of bring in 100% furniture. [00:57:20] Speaker C: Yeah, 100%. [00:57:22] Speaker A: And why. [00:57:24] Speaker C: Why because it makes, it makes the, the people that come in, the buyers. It makes them see the house at its best, for starters. And it also gives them an idea how it could look like ideally. So we always use a stager that takes the whole home in consideration and makes it appealing so it fits in with the area, with the potential buyers, the style. Obviously if you sell a three million dollar home, it has to have different kind of furniture than if you sell a 500,000 suburban house. Those homes staging is very important. So we see massive, massive difference in the sale price. [00:58:04] Speaker B: I think I kind of agree to that because like I was telling you, I keep bringing back to this warehouse type house that I saw. Right. It looks amazing. In the photos staged when I actually rocked up to it, I was like, what is this? Like I couldn't picture. If I had not seen those photos, I would not have been able to picture someone living in that area. Because it's just big open spaces. Right. You know when you say open plan living, that's proper open plan living kind of thing. [00:58:30] Speaker A: Like a big barn open. [00:58:31] Speaker B: Yeah, it's open. And that's three, three levels, you know. So again, without that staging, I probably would not have been able to picture how someone would be able to live in there. [00:58:41] Speaker C: And it makes a massive difference in the photos as well. It looks a lot more appealing. And then I mean the, the, the reason we take nice photos is to, to attract people to the home opens. So it makes, makes it look, the home look a lot better. I mean you could. Virtual stages. A lot of agents use virtual staging. [00:58:57] Speaker A: I'm not a big fan of that. [00:58:58] Speaker C: Me neither. The reason, the reason is people get disappointed when they actually. [00:59:01] Speaker A: I was about to say misleading is not going to be my word. [00:59:05] Speaker C: It is a bit misleading for sure. I mean you can argue that. Well, we just virtually staged it to make it just to give you look as it is to give you an idea what it could look like on photos. [00:59:14] Speaker B: But I mean, it's the same, right? Sometimes you see photos that are actually. People actually stage it, but not for the homework. And they stage it for the photos. Yes, similar. Yeah, yeah, yeah. [00:59:23] Speaker A: And those, the stages, you know, in my opinion, they're like, they're like an artist. I don't know how they do it. I watch them actually when, when I do my staging, I just sort of watch and they, they go around and they can just walk into any room and picture what goes where and it's just automatic. [00:59:38] Speaker C: Yeah, yeah. [00:59:38] Speaker A: And then all of a sudden when I come back, the Next time. The furniture's already moved in and it looks impeccable. Like it feels so homely. Yeah. [00:59:45] Speaker C: And that feels everything clean as well. [00:59:46] Speaker B: Right. [00:59:47] Speaker A: The linen is out, the towels are. [00:59:49] Speaker C: Folded, the pillows look beautiful on the couch. [00:59:53] Speaker A: And. And this is our. Our goal here for Darren. That's listening, asking the question here. We want to make it feel that people are coming home. Yeah. Not only just give them an idea of how big the room is and where they can put their furniture and whether their furniture is going to fit, but they want. Want to feel comfortable when they're coming to. [01:00:08] Speaker B: These properties tell us a lot of things. So I remember walking to home opens with cookie smells. You know, like the smell of cookies or the smell of ground coffee as you walk in. You know that scent. It also plays a big part, isn't it? [01:00:24] Speaker C: Yeah. I haven't. I haven't really used. [01:00:26] Speaker B: You haven't done that? I haven't used these. You haven't sprinkled coffee powder everywhere when you walked into the house? [01:00:30] Speaker C: I mean, I probably would if the. If the house smells and you can't get rid of the smell, you know. [01:00:35] Speaker A: It'S part of the. We were talking about the process before. So to give you an idea, we'll go to. I don't know what you'll do. We want to know what you do here. But speaking of myself here, I'll go to the property at least half an hour early and open all the windows and all the doors. If there's any lingering smells from carpet, furniture, whatever, we can clear that out and then turn all the lights on, make the place look as big as possible and bright as possible, and open all the blinds. And then I'll put some music, generally some lo fi. Lo fi music is very easy to use. I've got a speaker carrying a Bluetooth speaker. And it's incredible if, when you compare. I've done a home open, for example, if I've forgotten the speaker, the feeling walking in is completely different. You know, the way. What I aim to do here, Michelle, is you see some of these videos online of houses that have been professionally videoed all the way through. Cinematographer's done an amazing job, but it's got a bit of lo fi music sort of playing in the background. So what the aim is, is to make people feel like they're walking through the video. Virtually 3D. They're inside it, they're looking at all the staging, they're listening to music. And then there's these additional components, like you say they smell, which I haven't gone that far either. You haven't or the all the coffee. Maybe we can buy a machine. I'm just thinking, hey, this could be a million dollar idea, a machine and you press a button that says coffee cookies are and it will give us. [01:02:02] Speaker C: The smell everything at once. [01:02:03] Speaker A: Yeah, we're having a cook up smell. [01:02:08] Speaker B: There you go. So that's very good. So actually there's a whole science behind it, isn't it? For this whole staging and home open and how it actually affects buyers as it walks properly. [01:02:19] Speaker A: It's a recipe for success. [01:02:20] Speaker B: Yeah, 100%. [01:02:21] Speaker A: Every agent's got got their own plan. But we were just talking before about experience, Michelle and how important that component is to appraising properties, selling properties, dealing with the clients. The more experience you have, you're more likely to have a more refined recipe. [01:02:36] Speaker B: To what smell you have to go into the house. All right, anyway, you're listening to the Property Bros with Josh and Carlos. [01:02:44] Speaker A: Special guest Michelle. Michelle, your voice, your community station. You are listening to IPL radio and you're back with the Perth Property Bros. Carlos and Josh. Do you notice how I said Carlos and Joshua? [01:02:59] Speaker B: All right, the next half of the segment, that's what reviews. All right, Carlos and Josh and our. [01:03:03] Speaker A: Very special guest of course Michelle Boris. Of course Michelle Bora from Fremantle Co. Brilliant. So where were we? [01:03:11] Speaker C: Where were we? [01:03:13] Speaker A: You were asking talking real estate. [01:03:14] Speaker C: Yeah, that's what we've done. [01:03:15] Speaker A: So you want to answer a couple more questions? [01:03:16] Speaker C: Yeah, of course. [01:03:17] Speaker A: All right, so the next one coming in is the darker side of what some, some, some buyers have done to sellers and agents. Have you got any stories to tell? Underhanded things. It says here. [01:03:33] Speaker B: Oh wow. [01:03:35] Speaker C: What buyers have done to sellers. [01:03:38] Speaker A: Oh, I think it's could be pretty broad, isn't it? Because I think we've, we've probably got some horror stories across the board. [01:03:44] Speaker C: Yeah, of course. [01:03:46] Speaker A: Agents, sellers. [01:03:48] Speaker B: Now it's good. I mean we always hear what sellers do, what the agents do. What, what did the buyer do in this question? And that's an interesting one. [01:03:55] Speaker C: I can't really think of anything what the buyers would do. No, I'm not sure. Maybe. [01:04:01] Speaker B: Yeah, yeah, yeah. [01:04:02] Speaker C: They wiggle themselves out of a contract sometimes. Yeah, yeah, that's, that's sometimes a bit unfair. I'm fair on the seller and the agent. I remember they have buyer's remorse and then they try to get the deal to fall over on finance and some. [01:04:17] Speaker A: Of them actually know they're brokers. [01:04:18] Speaker C: Yeah, of course. [01:04:19] Speaker B: This is the interesting thing. [01:04:20] Speaker C: They Often do. And even if they don't, I mean, their broker. Their broker works for them. So. [01:04:24] Speaker A: Yeah, so, I mean, it's. It's. It's. You're not supposed to do it, but, you know, if they want to get out of the contract, say, hey, look, I don't want to buy. Can you decline my finance? And they'll issue the letter and actually get them out of the contract. [01:04:36] Speaker C: Yeah, it's. [01:04:37] Speaker A: They're not supposed to be done, but. [01:04:38] Speaker C: And we usually ask for letters from the bank and stuff. [01:04:41] Speaker A: Yeah, I think banks are probably more careful. [01:04:43] Speaker B: Yeah. [01:04:44] Speaker A: Of course, it really depends on what's been put on the contract, who can actually write that. We can put the broker or the bank or the lender there in the contract. [01:04:52] Speaker C: So, yeah, buy it to the seller. It's usually finance issues. Sell it to the buyer. It's. Sometimes there's something wrong with the property that haven't told the agent or the buyer. And when the buyer is moving, all of a sudden they've got a surprise. [01:05:06] Speaker A: Yeah, we don't like surprises, do we? [01:05:08] Speaker C: Oh, no. [01:05:09] Speaker B: What sort of stories do you have, Carlos? [01:05:12] Speaker A: Oh, well, how bad do you want them? [01:05:15] Speaker B: Just start with one. [01:05:16] Speaker C: Just tell us your favorite. [01:05:17] Speaker B: Yeah. [01:05:18] Speaker A: Your best, Ah, sellers, buyers. I'm just trying to think. It's been a long time in this game. There's been a lot going on here. [01:05:29] Speaker B: This year. [01:05:31] Speaker A: Just here in Perth. [01:05:31] Speaker B: Yeah. Let's narrow it down. [01:05:33] Speaker A: Okay. Well, I had a specific situation over in Gosnells where, you know, you do a home open, you try to keep on. Keep an eye on people and whatever. And an iPad went missing. Yeah, that was not very nice. No, I had to actually. I was actually quite embarrassed because I had to call. The seller was not happy. So I had to actually call all the buyers and. And strategically ask them whether, hey, have you seen the iPad? We know it's missing if you've taken it, but did you find it? We didn't find it in the end, but it's more an embarrassing thing, I guess, for everybody because, you know, you tell people one, you can't have your eyes on everybody all the time, but you tell people you to put away the family jewels when you're. When you're gonna do home opens. Just put away the important things. We don't know where it went. It could have been a kid that accidentally took it and there was a few kids going through the place. It could have been a kid and the parent was too embarrassed to call in, you know, but anyway, that went missing. And speaking of kids. I had another one at home open once that was. Oh my goodness, I don't know what was wrong with that boy's feet, but the whole place like I had a home open full of people and there was something medically wrong with these kids feet and I actually had to ask them to ask the parent to sort it out and ask him to leave at least. Can you, can you please stand outside? It was really bad. [01:07:01] Speaker B: Wow. [01:07:02] Speaker C: Yeah, when things go missing, it's pretty bad. And it's hard to keep an eye on everyone, obviously. Especially, you know, if you sell a kind of a, an average suburban home. Sometimes you can have 50 people through within half an hour. [01:07:16] Speaker A: We're insured against that sort of thing, of course. Yeah, yeah, we're insured. And if things seriously went wrong because of the actions of third party, I mean you would be covered in a claim. [01:07:26] Speaker C: But it's usually things falling over and breaking rather than stealing. [01:07:30] Speaker B: I guess that's a good question. [01:07:31] Speaker C: Accidents more so than malicious. [01:07:33] Speaker B: So a good question is, if that does happen, do you actually claim for it? [01:07:37] Speaker A: Oh, it depends. I mean there's so I can't tell you how many times over the years I've actually just had to put, I've just put my hand in my pocket. The, the process of a claim is so complicated or it can just be very time consuming. It's just easier just to, to keep people happy and show them, hey, look, well, I'm going to take care of this myself. Even when I used to be employed by an agent years ago, I still did it myself and let them know that I'm looking after them. [01:08:00] Speaker C: That's good. [01:08:01] Speaker A: It's a case by case and you've got to read it. It's going to be something that seriously went wrong, which you don't want to happen. But these things do go wrong. Like you said in another interview, you don't need insurance until you need insurance. [01:08:12] Speaker B: Yes, yes, 100%. [01:08:14] Speaker A: You need to be prepared. [01:08:16] Speaker B: I can share one buyer story as well. I obviously I go in for the buyer and I put in offers for buyers. I'm sure you would have seen. I don't know if you have seen this. You probably would have last year with the way activities are going. So we had a home open, private, supposedly. Then there was two that showed up, myself and someone else. And we got outbid, obviously we put in a nice strong offer. We got outbid by about 100,000 and I was like, all right, call to the sales agent. All right, good luck. All the best with Your sale. And two days later the agent calls me, he's like, josh, are you still interested? I said, no, I found something else. Said, what happened? I thought you had a really good offer. That's why we said, well, so the house was put for 700, they put in an offer at 850. [01:09:03] Speaker A: Yep. [01:09:05] Speaker B: When apparently they were only pre approved for 600. Yeah, right. Pre approved for 600. But they were going around putting bogus offers everywhere. They wouldn't even put in for the deposit. The kids couldn't afford, put in the deposit and all that kind of things. So, you know, there was a few of those going around last year. [01:09:23] Speaker C: Obviously. [01:09:24] Speaker B: I don't know if you still face that or have you actually come across something like that. [01:09:28] Speaker A: There was something going on recently about that. It didn't happen through me, but we may have even been discussing it because I think it's still a practice. Yeah. Just to see which one gets there. And then they just go back and withdraw all the other offers and they line up their offer and acceptances in a way that they can get out. And Josh and I is another topic. We touched on the types of conditions that get put in these contracts. I mean, Josh will be acting for the buyer and sometimes the conditions can be extra specific. And as selling agents, we want them to be the less the better. We want to get to unconditional as quickly as possible for our sellers. [01:10:07] Speaker B: I mean, you got to admit the rewear next year does protect the seller a lot. Right. So I have to find ways or creative ways to try and protect the buyers as well. You know, obviously it goes both ways end of days. [01:10:21] Speaker C: I mean, the seller takes a risk once, once he takes the property off the market, you know, so. [01:10:25] Speaker B: Exactly. [01:10:26] Speaker C: So they might not get that offer again. [01:10:28] Speaker B: Exactly. [01:10:30] Speaker C: But yeah, I know what you're saying. There's people often, often just offer, offer more than, more than they can afford because they think they can push it through. Or I usually talk to the, to their, to their finance broker first. You know, if there's similar offers, you know, I advise the sellers to maybe not take the highest offer because yeah, the, the broker isn't confident enough. [01:10:53] Speaker B: I've actually went to a home open in Langford where this guy just walks in and it's like, I've got cash in my car and I'm happy to offer. And there was a lot of people in there and funny enough, that threw a lot of people off and Sabotage. Sabotage, that's a common one. There's a, there was a big one in that area. And he just walks in. I've got cash in the car, Pete. [01:11:12] Speaker A: Now, sabotage. We had had a home open a few weeks ago, and I had a couple of groups on multiple of multiple occasions trying to sabotage this sale, really in the building there. And one of them in particular was a sister, two sisters that were there. And they made a point of saying that there was a truck coming in like a garbage truck of a morning in front of this unit complex. And it's so loud and you can hear the bottles crashing. But she was saying she was very vocal in front of a full home open, full of people. You know, what for? You know, why do it? Why do. I mean, you can talk. I don't need the negative feedback. I mean, as we're trained that when we receive negative feedback, it's going to be there. We're going to put three positives back at them for every negative. Three positives. But this is different. This isn't a concern. This is like trying to. To put the rest of the people off. [01:12:09] Speaker B: So how do you. [01:12:09] Speaker C: I think on the flip side, I think if. If someone really points out something negative that is maybe a little bit silly, you know, I think as an agent, you probably expect that they actually want to buy it. They just want to negotiate the price, but they do actually want to buy it, so at least, you know, you can get somewhere with them. [01:12:27] Speaker B: How did you handle that situation then, Carlos? [01:12:29] Speaker A: Like I said, three positives for every negative. And look, in the position that I was in, I was cornered. There was just people around me. I couldn't move them away or herd them away. I was by myself in that corner. And yeah, it was just one of those sabotage situations that are probably the most unfortunate, where they're being very vocal. I could only respond and try to steer the conversation away into the positive. [01:12:55] Speaker C: So. [01:12:56] Speaker A: But like I said, that was a very specific intent there. And they kept going back to the. The point they were trying to make so that other people can hear. [01:13:04] Speaker B: Interesting. [01:13:05] Speaker A: So we do our best. Yeah, you know, we do our best, but we can't always. We definitely can't stop these people from coming to home opens. They. And if they're wanting to buy the property, they. They will try to be as negative as. As they can about us. They're the tricky ones. I had one in Morley like that. We were asking offers. 800. And I had this. This one Italian guy come in with his wife and everyone was broken. See that little speck of rusty? Yep. That whole wall has to come down. See that there on the roof. Yep. The whole roof structurally. Understand we're going to replace the whole roof. He was trying to get us down to 600,000. [01:13:43] Speaker C: Wow. [01:13:44] Speaker A: So it was an absolute pleasure. Pleasure that the buyer was in. In the house at the same time. [01:13:51] Speaker C: Right. [01:13:51] Speaker A: I didn't know the buyer was there, obviously, but he was around and it was an absolute pleasure to actually have an offer by the end of the day from the other buyer at 875. [01:14:00] Speaker C: Can you imagine? [01:14:01] Speaker B: Wow. [01:14:03] Speaker A: So I thought, I hope this guy gets back on the Internet and sees the final sale price result. [01:14:09] Speaker B: So. [01:14:10] Speaker A: So I've got another question before. [01:14:11] Speaker B: Yep. [01:14:12] Speaker A: We kept going from Ashley in Secret Harbour saying we've got space and surf. Secret Harbour. [01:14:19] Speaker C: If you're not space and surf. No, Secret Harbor. [01:14:22] Speaker A: Space and surf. Why do your buyers say that Fremantle is worth trading in a big backyard. [01:14:28] Speaker C: For a small terrace lifestyle, proximity to cafes, restaurants, entertainment, other facilities, walking distance to the beach, walking distance to cafes. For some people, that's very important. [01:14:43] Speaker B: That's what I was trying to say earlier, isn't it? It's a lifestyle thing in Fremantle. If you're choosing to live in Fremantle, it has to be a lifestyle choice. You know, you've got all this, oh, I would love to wake up to a freshly baked. You know, walk into a freshly baked bakery on a Sunday morning, you know, and have the smell of coffee. I can walk. [01:15:02] Speaker C: I can walk within five or ten minutes. I can walk with three bakeries. [01:15:05] Speaker B: There you go. Yeah. [01:15:06] Speaker C: Ten cafes. [01:15:08] Speaker B: So I'm. I'm pretty sure that's worth trading in for. [01:15:11] Speaker C: I guess so. Yeah. [01:15:12] Speaker B: Yeah. It is amazing. Wouldn't you like something like that? [01:15:16] Speaker A: Oh, look, I. I'm. I live in Safety Bay. [01:15:18] Speaker B: Yeah. [01:15:19] Speaker A: And I'm. I'm always reflecting on the. On the peace of the place. Like at night, after about nine o' clock, you drop a pin, it sounds like a crash. So quiet there. And it's even quieter when you go down further south, say past Mandra, you're getting into Doorsville. Sold the property there and it was so quiet indoorsville of an evening when I, after I'd finished a home open and I stayed back talking to the seller that I. I could hear the whoosh in my ears. You know that buzz you get as we get older. Is that what it's called? [01:15:53] Speaker C: No idea. [01:15:54] Speaker B: Hey, I'm not that old yet as well. [01:15:58] Speaker A: I could hear it so loud because there was not a single sound. [01:16:01] Speaker B: Yeah. [01:16:02] Speaker A: So obviously I appreciate that quiet and that calm and I often wonder what it would be like if I'd Moved, say into Perth or up into the north, where it's very different at night. There's more cars, there's sirens. You hear sirens. There's a constant glow in the sky because there's more lights, more density, more activity. [01:16:24] Speaker B: What's that word you said earlier? The. The beach doctor. [01:16:29] Speaker C: Fremantle doctor. [01:16:30] Speaker B: The Fremantle doctor. [01:16:31] Speaker A: Yeah. [01:16:31] Speaker B: There you go. That's the beach doctor. The free doctor, mate, for your doctor. I didn't know about that until you mentioned it. Yeah, but you know, that's the thing, right, is the sea breeze. I remember living in spirit. I lived in Spearwood in one of those apartments, and obviously it's very close to the beach as well. You've got the. The sea breeze coming in. I love the sound of the waves. You can hear the waves from afar. Can you hear waves from where you're living? [01:16:56] Speaker C: No, I can hear the trains at. [01:16:58] Speaker A: Train trains, yeah. [01:16:59] Speaker B: There you go. [01:17:00] Speaker A: Steve from Rockingham asks, I know you're based in Fremantle, but how do. How do you handle the listing that you've got in Rockingham? As you mentioned, you've got one in. [01:17:09] Speaker C: Rockingham just driving a lot. [01:17:11] Speaker A: Do you travel personally or rely on other people to help you? [01:17:15] Speaker C: A bit of both, but mostly personally. Just myself. Yeah. [01:17:19] Speaker B: All right, so look, can I ask the questions now, Carlos? I would love to drill both, you see, agent. [01:17:25] Speaker A: Now, this is where you've got to push back against the buyer's agent, Michelle, against the buyers. [01:17:31] Speaker C: That shouldn't be too hard. [01:17:33] Speaker B: All right. Anyway, I'm going to be nice. I'm going to ask what the. From a seller's perspective. All right? Now, I asked this to Carlos before. So now as a seller, obviously you're going to engage agents. Sometimes they would like, you know, they meet one or they might meet two or three before they actually decide. All right, so what should sellers be asking a sales agent when they actually meet up with them? Like, you know, but they don't really do that. But does that, does that, does that answer the question? Like, instead of just, what is my houseworth? What else should they be asking? [01:18:05] Speaker C: They usually ask non, non relevant questions like, you know, have you got a. Have you got a database of buyers? Or have you got buyers that could buy it without us putting it on the market and stuff? I see people are very reluctant sometimes, but a lot of agents, advertising, a. [01:18:19] Speaker A: Lot of agents advertise that that is their spiel to try to get foot in the door and. And win the listing over another agent. [01:18:25] Speaker C: Whether it's true or not, you know, it really depends. I mean, some, some sellers have done a lot of homework or have sold a few properties before, and they know exactly how they want to present the house. They already know what it's. What it should. Should sell for and stuff. And, and some other. Other people, it's the first time, so they don't actually. Actually know what to ask. So you just kind of guide them through it and. Yeah, I usually mostly explain to them how to present the property and what I would change. [01:18:51] Speaker B: Yep. [01:18:53] Speaker C: I look. I look at the obvious, obvious things that would, that buyers wouldn't like in a particular property and would talk to them about it even long before I would list the property with them. And that would maybe give them the confidence that I actually would be a good agent for them because I could present the property in a good light. I believe a lot of sellers think no matter who they go with, it'll sell for exactly the same price. [01:19:19] Speaker A: I don't think that's the case. [01:19:20] Speaker C: Yeah, of course not. [01:19:21] Speaker A: No, definitely not. We were just talking earlier about local agents, some local agents becoming complacent, just sort of sticking to the same price point and just cookie cutter prices. And when you're getting an outsider perspective and achieving it, like Josh's example, over 700, when local agents were appraising at 580, I think he said it's that extra experience, that broader experience, that broader knowledge, even maybe tricks that, that they use in other areas that, you know, the local agents aren't working on. Whatever it is, whatever the offering is. [01:19:53] Speaker C: That's why I'm working in Rockingham, mate. [01:19:54] Speaker A: Let's see, you're coming to show us how to sell. So I'll be watching you closely. [01:20:01] Speaker C: Please do. [01:20:03] Speaker B: So what about. Say something came in, say. All right, Michelle, if someone came in low ball offered, my house is worth 800. Now they want to offer 700 for this. How would you handle conversation? [01:20:13] Speaker C: Well, they want to buy it, right? [01:20:14] Speaker A: Yeah. [01:20:15] Speaker C: So we, we'll sign them up at 700 and then take it from there. And then we'll. We'll tell them there's another. There's another offer on the table. [01:20:22] Speaker B: Would you say that? Whether when there's actually something on the table or when there isn't? [01:20:29] Speaker C: Well, I wouldn't. I wouldn't lie. So if there's. There's no higher offer on the table, I wouldn't tell them there is. But what I can tell them is that the sellers expect more because other people have talked about a higher price, for example, which might. Might be the case. I think the Biggest back to. Back to the sale price and the difference you can make as an agent. I think the most difference, definitely in my case and other agents that I've worked with as well, the biggest difference is how you communicate with this and how many buyers you get through the door, how much momentum you create from the start and how you then communicate with them. I think that's, that's when you can make a difference of 50 to 100,000 purely because you know how to manage the buyers, you know how to talk to them, you know which one is able to pay more than another, you know, and that's, that's where you can make the biggest difference for the seller. And the seller, if they would, let's say, to go with a less experienced agent or sell it themselves even, there's no way they could do that. [01:21:28] Speaker B: That's the thing. Sales agent. I noticed they're always scanning the buyers. They're always scanning who is the potential there. Who would. Who would be. Exactly. [01:21:38] Speaker A: Yeah. There's always a cue. I mean, one of them is, for example. This is a simple one. I mean, if people start walking and start furnishing the place, my lounge could go here. [01:21:45] Speaker B: Yeah. [01:21:46] Speaker A: Would my table fit here? [01:21:47] Speaker C: Well, I mean, they come with the tape measure. [01:21:48] Speaker A: That's, you know, they're pretty serious. You know, alternatively, they're walking around looking down their nose at the place and picking up curtains, thinking, you know, shrugging their nose up. I mean, they're not going to be a buyer. [01:22:01] Speaker C: A good sign. A good sign is if they, if they bring, you know, some relatives or friends around the second time. [01:22:06] Speaker B: Nice. [01:22:07] Speaker C: Then they're obviously very interested because they want to get another opinion and they want to ensure they do the right thing. [01:22:12] Speaker A: If they're calling you, if they're calling us, they're following up, they're sending text mess. They're asking the questions. That's. That's a serious buyer. [01:22:20] Speaker B: Nice. [01:22:20] Speaker A: You know, I, I firmly believe that. I mean, it's good for us to get our feedback and we call our people. Coming through homeopens call. What's the feedback, whatever. But we're not going to make those people buy that place. [01:22:31] Speaker C: No. [01:22:32] Speaker A: If they don't want to buy it, they're not going to buy it. You know, a phone call, a follow. Even if I took them a bottle of wine, they're still not going to buy it. They make the decision very quickly when they walk in the door and they show sign. [01:22:43] Speaker C: Absolutely. [01:22:43] Speaker A: You see excitement. [01:22:44] Speaker C: They ask a lot of questions. Right? [01:22:46] Speaker A: Yeah. And then they start Looking at each other. That's why it's important to have as many people through a home open as possible, because they're looking at each other and they're getting that FOMO going on, thinking, oh, this guy looks like he's interested. [01:23:01] Speaker B: So let me ask you this same question, Carlos. So again, now, Sellers asking you how, you know, what else should they be asking a sales agent, for example, Another one that I normally get asked by my buyer is, can I talk to your last two or three clients to get a sense of. I do get that as well. Do you? [01:23:20] Speaker A: They ask you that, really? [01:23:21] Speaker C: Yeah. [01:23:22] Speaker B: Yeah, you do get that. You know, reviews and all that. Don't. In fact, someone actually told me, oh, someone can just. You can just pay for reviews. [01:23:30] Speaker A: And that is true. People do do that, you know. [01:23:32] Speaker B: Yeah, we do. Like I do say, yeah, go on to my reviews and have read them. It's like, yeah, but you could have put anything on there, you know, so that's another valid question. Can I talk to two or three of your previous clients? [01:23:44] Speaker A: Wow. [01:23:45] Speaker B: Do you get that as well? [01:23:46] Speaker A: Oh, I don't. I can't say I've gotten that directly. No. [01:23:49] Speaker C: No, me neither. [01:23:50] Speaker B: Should a seller were to ask you that, how would you respond? [01:23:54] Speaker A: I wouldn't have a single problem with it. No. In fact, I'd pick the best three clients. [01:23:58] Speaker C: Well, you would, obviously. [01:24:00] Speaker B: I've got two or three lined up. [01:24:01] Speaker A: Already, so I get them to speak to my evangelists. The one around there going, Carlos, is the best. Yeah, sure, you can do that. But what should Sellers ask? I don't know if it's so much an ask, Josh. I think it's more, how do you feel? How do you feel around this agent that's speaking to you? They can have a script. They can look to the dress to the nines and smell good. Or come from an agency that focuses on branding. [01:24:27] Speaker B: Yep. [01:24:28] Speaker A: Right. But that's not everything. [01:24:29] Speaker C: No. If they don't like you, they're not going to sign up with you. [01:24:32] Speaker A: Yeah. [01:24:32] Speaker C: No way. [01:24:33] Speaker A: How do you feel? Are you going to let yourself be tricked by. By the smokes and mirrors and shiny things? What sort of person, what sort of agent do you have in front of you talking to? Is this person being genuine? Are they likely to do the right thing by you? Go with your gut. That's my biggest advice to a seller when choosing an agent. [01:24:52] Speaker C: I think there's a lot of they will anyway, right? They will anyway. They will not. They will not sign up with someone they don't like. [01:24:59] Speaker A: Yeah. [01:24:59] Speaker C: If you're the first agent that comes in and they think, I don't really like this guy. Well, they're definitely. They're definitely talk to other agents. [01:25:07] Speaker A: Speaking to sellers sometimes it's really interesting. I get some feedback. I mean, real estate is always a conversation on the table wherever we go because we're agents and people always talk real estate. But feedback that comes across is really disappointing with the agent because A, B, C, D, we thought that it was going to be this, but it ended up being that they still got the sale, they still got the commission, the sale's already done. But I hear in sort of the after feedback from maybe they've chosen an agent because the agent told them more money. It was purely financial. The agent said, this is going to be 700 when it's really worth 650. So we went with the agent that told us he'd get us the most. [01:25:48] Speaker C: Sellers usually do it on the. [01:25:49] Speaker A: We went the agent with the agent that's charging us the least. And the feedback after the fact is, yeah, we had some problems. Yeah, it wasn't as good as we thought. We were talking about that one, one, one like that recently. So, yeah, there is that. That remorse sometimes. [01:26:07] Speaker C: Yeah. Yeah. [01:26:07] Speaker A: So again, I come back to just go with who you feel is going to be the better age. There's a lot more to it than just numbers and figures. [01:26:14] Speaker C: Yeah. And I think it's important to actually really guide them through the process after the is under offer. Right. And stay in touch with them. The most important thing is it's. Is to always communicate the after. Yeah. [01:26:28] Speaker A: That's when really, I think that's when during that process is where a good agent shines, where you're really looking after the client along the way. [01:26:35] Speaker B: Amazing. So do we have another question? [01:26:38] Speaker A: I do, actually. [01:26:39] Speaker B: I get into it again. [01:26:40] Speaker A: Oh, yeah, I know. Because you've got a big list there. Michelle's very popular. [01:26:43] Speaker B: Enjoying giving them crap, actually. [01:26:48] Speaker A: Well, we haven't even started on you, my friend. All right, so from Pat in South Yonderup, what do real estate agents struggle with the most and what scares them the most? Going a bit deeper here. [01:27:02] Speaker C: What scares them the most? [01:27:03] Speaker A: What are our challenges as human beings here? [01:27:06] Speaker C: Well, not living up to the seller's expectations. It's probably scary, right? If you promise them something and all of a sudden you realize that's not achievable, or if a sale falls over, you know, for whatever reason with the buyers couldn't get finance and the sellers already, they already saw the money in their Pocket. And then you have to tell them, you actually have to tell them that you're not going to get it, which. [01:27:29] Speaker A: Is completely out of our control. But we're completely out of our control but fully invested, aren't we? [01:27:33] Speaker C: You're the messenger, but you're also the one that organized it. So that's probably the scariest part. Was this the other part of the question? [01:27:39] Speaker A: Sorry, what do real estate agents struggle with the most and what scares them the most? [01:27:45] Speaker C: Struggle with is probably convince, convince a seller that they're, they're a good agent for them if they, if they have resistance to it. I think that's, that's a struggle. Well, struggling is, I mean, the first struggle is just get, get through the door of people. Let's get through the door. [01:28:01] Speaker A: You know, this is what this brings up for me as a selling agent is it's like crossing the debt to me, when the listing starts to sit there for a little bit, two weeks, three weeks, there's market conditions. There's a lot of reasons why sometimes a listing won't sell. There's so many factors. But even though we know, say if we're very sure that we're on the money and there's other factors, like the buyers just aren't there or they haven't seen it yet or whatever, that, that desert, I call it the desert, you know, not, not knowing when the buyer's going to show up and hit the mark. And it's just like I start to second guess myself sometimes. [01:28:36] Speaker C: Yeah, of course. [01:28:38] Speaker A: Was the research right? Yeah. And I go back and double check it and I look at the market again and I look at, you know, it looks fried, but the buyer doesn't seem to be coming quick enough. [01:28:46] Speaker B: Yep. [01:28:46] Speaker A: And then obviously, generally we hit the mark and there's champagne popping and we kiss the babies and it's all happiness. But there is this, this period in between of uncertainty. [01:28:57] Speaker C: Yeah. [01:28:58] Speaker A: That causes me to second guess. [01:28:59] Speaker C: That is true. I mean, we just had, you know, Easter holidays and, and Anzac Day. [01:29:04] Speaker A: There's a factor. [01:29:04] Speaker C: It was a lot quieter and it was out of your control, obviously, because the whole moments were quieter. But you still, you still worry, right? [01:29:10] Speaker A: There's an exact factor. And I'm so glad you brought that up because I listed a property for sale the weekend before those public holidays. Then I had those two consecutive home opens during the long weekends. And look, there was people, but the buyer wasn't there. The buyer turned up after the second long weekend and bought it and we got a great price for it. Again, everybody's happy. Lots of handshakes and congratulations and accolades. But there was those two home opens, and I was, you know, in the back of my mind, that little voice going, what have we done? Have we hit the mark here? Is the advice correct? So, yeah, that's a perfect example, Michelle, there, of factors that are out of our control. [01:29:51] Speaker B: I have to give you credit because obviously, as a buyer's agent, I only deal with the buyer, and I don't deal with the seller or anyone else. I only deal with the one person. Whereas you. You have to deal with not only the seller, but the 20, 30 buyers that actually walk through the place. [01:30:06] Speaker C: It's a different strategy on either side. It's a different strategy. [01:30:10] Speaker B: Yeah. No, what I meant is, like, at least if you're breaking the bad news, you're breaking it to the seller, to the buyer, or the 20 others were very interested in it. Like the house that had 120 offers, the one that I walked through last year, 120 offers. Imagine calling each and every one. Sorry, you mentioned missed out. Sorry, you missed out. Whereas I just deal with my one buy and that's it, you know, that kind of thing. So I think, yeah, it is a lot. Yeah. [01:30:33] Speaker C: I hate telling people that they missed out, you know, especially if you've been talking to them for a week or two. [01:30:37] Speaker A: Yeah, exactly. Right. It's not about them, but they're still a buyer there. So if you could. If you had a hundred of those houses and 100 buyers, you do pretty well. But it's not always the case. [01:30:48] Speaker C: No, not at the moment. [01:30:49] Speaker A: You can help them where you can, but not always. [01:30:52] Speaker B: All right, any more questions there, Mr. Carlos? [01:30:55] Speaker A: No, nothing yet. Wading through. So any other questions for Michelle? We've got him for another 50 minutes. Send them through to my mobile. 0419 double seven five triple five. And I'll read them out to him and put him on the spot live. Yeah, but, Josh, what have you got for. For Michelle here? [01:31:12] Speaker B: Well, I had a question. I think this is more from a client of mine. So we're looking at some. Some modern marketing techniques. All right, so obviously a lot has changed. We just spoke a little bit about staging and virtual staging. And Carlos, you with your drone flying it up in the air and possibly flying and doing sourcing. [01:31:34] Speaker A: That's fun. [01:31:35] Speaker B: What are some of the modern marketing techniques or some of the, like, interesting ways that you've kind of marketed property as well? [01:31:42] Speaker A: You're looking at me, but you said you're going. [01:31:43] Speaker B: Asking both of you Both of us, Come on. I'm talking two sales agents here. [01:31:47] Speaker C: Okay. Obviously social media marketing, if you can still call that modern. You know, it's obviously using technology. You mentioned virtual staging. There's now a way to AI stage a property where you can upload the property photos and then just use AI to have its stage all at once without an actual graphic designer having to insert everything one by one. So that's obviously using technology for the photos. You know, other, other techniques is there is this platform so people can submit offers electronically without us having to fill. [01:32:25] Speaker B: Out paperwork then having to physically go into the office and. [01:32:30] Speaker C: Yeah, exactly, yeah, that's using modern technology. I mean everyone is obviously using AI to help them create the ad copy. That is part of the marketing, I would say. Or you also use it for marketing, emails, et cetera. [01:32:46] Speaker A: We've come so far. I mean, I can't compare the real estate landscape now to when I first started in real estate and was trained in real estate. Because thinking back to those days, it was very manual. It was paper forms, physical signatures, carbon copies, Kodak cameras where you would wait about five seconds for it to sort of roll through the film that you would have to take. Take in to. To get developed. [01:33:14] Speaker B: Yeah, to get it developed and stuff. Yeah. [01:33:16] Speaker A: It was the days where there wasn't so much real estate.com type platform. It was agents would wait for people to walk in the door. People knew that if you wanted to buy something in Rockingham, you'd go to the Rockingham agent and all the listings would be at the door and there'd be a sheet on the counter and you'd take that sheet away and generally you'd get intercepted in the four year by the agent on duty for an hour or two or three and then he would answer all your questions and then might jump in the car with them and then go for a drive. This is what I remember. So many sales agents complaining over the years of the amount of ty kicks that would come across for the office because just wanted something to do for the weekend. So let's go for a drive around wherever. We'll get an agent to take us around and give us a tour. Very, very common practice. And now what do we have? We've got these 3D cameras that can take sort of 3D pictures of inside a house. [01:34:13] Speaker B: The virtual walkthrough. [01:34:14] Speaker A: The virtual walkthrough. Stitch it together. We've got our cinematographers do an incredible job with the videos, the cut, the editing, the music, the drones, the drone footage. We're Presenting properties in a way that was unimaginable. [01:34:31] Speaker B: It's very cinematic. [01:34:33] Speaker A: Oh, incredible. [01:34:34] Speaker B: It's very cinematic. Like, like you had, I remember you had a listing where you had it like taken one in the day and one in Twilight and you kept flicking in between them. [01:34:42] Speaker A: That's right. [01:34:43] Speaker B: I think there was short of having a few characters in there and you would have a movie going on. [01:34:48] Speaker A: Yeah, these are the sort of modern tricks that they're using. So the, the cinematographer would film the same shot at, you know, High Noon and then at Twilight and then cut. So as he's sort of zooming in, it's dark and then he zoom in a bit further, it's light. Then he zooms in a bit further, it's night again. It's seamless. It looks incredible. Same. Same with the internal shots. [01:35:12] Speaker B: And I was. And because obviously I look at a lot of properties online as well and this kind of technology is more prevalent now, like in the last five to 10 years, you know, and you're comparing it to all these other very grainy photos. It's just like, like what you say, just like from a Kodak phone. And you just took all these photos to now comparing to all these well lit, virtually staged, proper cinema cinematography, you know, that kind of thing. Drone footage and all this kind of stuff just to really make it, you know, that bit of appeal. And obviously like you said, to get more of the buyers in there. Yeah, exactly. You know, to get the best out of the house. [01:35:46] Speaker C: I mean, you can see these old photos on RP data if you do some research. [01:35:49] Speaker A: Exactly. [01:35:50] Speaker C: If it's an older property, it's been on the market five times. [01:35:53] Speaker A: Yeah. [01:35:53] Speaker C: You can see photos from 10, 20, 25 years ago. [01:35:56] Speaker B: And this is what people used to use to actually go and buy the house. You know, that's how they, they would imagine. And now we're actually doing it for them with all the staging and stuff that we're doing. [01:36:07] Speaker A: Well, we used to run around and go and have to get the contract signed at all hours of the night and weekend. Physically signed and submitted. Everything was paper. Now it's a docusign. It's documented and it's done. And I can see when the client's read the form, I can see when it's signed, it becomes a legal document instantly. And I push that through to the settlement agents. [01:36:29] Speaker C: It's the same with the appraisals. We do all that electronically. So we basically send them a link and they have a beautiful document which is kind of interactive and gives Them all the information shows them all the comparable properties that have sold in the last few months. Yeah, it's a beautiful document. You couldn't even make it look that good on printed paper. [01:36:49] Speaker A: And that's such an interesting point because when, when I hear the local knowledge, you know, why, why would I go with another agent when I want to go with a local, the local agent, like we talked about earlier, I think that was the case many, many years ago. Yeah. The agents that were based here when we didn't have RP data, didn't have all those systems to log in and compare prices and bits and pieces. You're relying on people that are very active on the ground and selling themselves. They've sold the property three times in their career in the same street. Multiple properties three times over different people. So that's the local knowledge you wanted back then. Now we've got so much assistance with, from all these data platforms and we're traveling further and you know, the way that everything's marketed, everybody has access to information, our buyers are educated, our sellers are quite savvy. But it wasn't ever the case that way. [01:37:42] Speaker C: Yeah, no, no, of course. But where a sales agent still can make a massive difference is like I said before is negotiation, you know, and talking to the, to the buyers. [01:37:51] Speaker A: Exactly. Right now before we go to a quick break, I've got a question from Linda in Safety Bay saying, Michelle, you sell in Fremantle but say if there was a property for sale offered to you for sale at the Safety Bay foreshore, what would your Freo based marketing strategy be? [01:38:09] Speaker C: Well, the marketing strategy wouldn't be Frio based. The marketing strategy would be quite broad and knowing the area a bit, you know, Rockingham and surrounds. I know there's a lot of people from over east that are buying in the area. So we always have a lot of interested buyers that are not actually on the ground or we have buyers, agents that work for them and especially Rockingham and, and, and Safety Bay. We would market it on platforms over East. There's, there's a platform that people use over east called Domain which not many people use in the West. So if you advertise on, on Domain, you, you have quite a bit of reach over there. [01:38:47] Speaker A: It's big in Sydney, Melbourne. [01:38:49] Speaker C: It's big in Sydney and Melbourne. Yeah. So, so it's not. The marketing wouldn't be FR based. The marketing would be a lot broader. [01:38:56] Speaker A: Okay. [01:38:57] Speaker C: It would be, you know, social media based but just for, for local Rockingham area. [01:39:02] Speaker A: But it's interesting some of these Questions coming in. They're really asking these questions. The why question, you know what, what makes agents from out of area better or the same as the local agents? I think the sort of question that a lot of people ask when choosing an agent. [01:39:19] Speaker B: Yeah, I think it's really good. I think you, you brought into perspective of what happened many years ago. It shows your age. They're a little bit callous. [01:39:25] Speaker A: But see, see, we got to get this guy back there. [01:39:34] Speaker B: All right. [01:39:35] Speaker A: All right. We'll be back after a short break. The best music from the 60s to today. IPL radio. And we're back with the Perth Property Bros. Carlos and Josh. Yes, I did say Carlos and Josh. [01:39:49] Speaker B: And with the great Michelle Borough from Fremantle. Call. [01:39:53] Speaker C: Thank you. [01:39:54] Speaker B: Excellent. [01:39:54] Speaker A: So you've enjoyed yourself, mate? [01:39:55] Speaker C: Yeah, very enjoyable. [01:39:57] Speaker B: If you had a nice chat. I think I've been drilling him quite a bit as well. Both of you? [01:40:01] Speaker A: Both of us, yeah. Well, it's a big topic. There's so much to talk about. You could go into enormous discussions about so many parts, so many parts of our processes, our experiences. And at the end of the day, we're dealing with people. You're dealing with people. It's going to get interesting. [01:40:15] Speaker C: Yeah, definitely different. [01:40:17] Speaker B: Yeah, it's good because you don't normally see the other side of things. Right. You don't actually see the extent that agents take, you know, for the listing, not only for the seller, what they do for the buyer, what they do for the house. There's, there's a lot that goes into it. Like you said, end of days. Can you specifically work with this agent or not? That's the most important thing. It's not who charges the cheapest or who is. Who gives me the more fleshier number kind of thing. [01:40:44] Speaker A: Yeah, that's right. [01:40:45] Speaker C: It's very emotional. Right. So you're dealing with people that are going through a very emotional time either buying or selling a house and talking about a lot of money, taking a lot of risks. [01:40:55] Speaker A: Correct? Yeah. They're partying with an enormous asset. I mean really, they're entrusting the agent with a lot of money. [01:41:01] Speaker C: Yeah, absolutely. [01:41:02] Speaker B: Oh, for some people that would be the biggest thing they ever purchase. [01:41:05] Speaker C: Yeah. Don't take that lightly. [01:41:07] Speaker B: Yeah. It's going to be the, the most money they ever spend or the most. [01:41:11] Speaker C: Money they ever made sometimes. [01:41:13] Speaker B: Yeah, yeah, 100%. So it is a big responsibility, I would say. [01:41:19] Speaker A: I'd say you want to think that for the most part every agent's doing the best they can for their client. They're they're being, they're acting professionally and you know, they were looking for that win, win, win scenario across the board. You know, the, the buyer, the seller, the agent, the tenant, if there's one involved and yeah, every other party along the way. [01:41:39] Speaker C: Yeah, the tenants is often a factor as well. [01:41:41] Speaker A: Right, I know, I mean had so many owner occupiers wanting to buy in recent months and the properties with tenants in them have been a big hurdle, mate, for me. I don't know about, for you, but people asking, can we ask the tenant to leave? You know, is there any way we can ask. The tenant's got another 10 months on the lease. Is there any way we can ask them to leave? So then, you know, we go in as advocates and you know, psychologist, therapists sometimes dealing with, with all the processes they go through trying to, trying to support them. Yeah, of course, you know, because people are coming to their home and not only just want to buy it, but they actually want to take over their home. It's a, yeah, it can be very, very tricky. But we're dealing with people and it's, it's our job. [01:42:27] Speaker B: That's good. I think it was a great discussion. And then, you know, it shows how much, like I said, how much goes into it, how much experience is needed. You know, like you can tell what happened. How long were you in the property game 30 years ago? I'm just saying, don't let the gray. [01:42:43] Speaker A: Hair fool you, man. It's genetic. Isn't that right, Michelle? [01:42:49] Speaker B: All the jokes aside, you know, like what happened then, what's happening now? I think there's a good segue into. What I wanted to ask was, you know, what about new agents coming into the industry? You know, what are the sort of struggles they are facing? Obviously you've got all this knowledge behind you going into the conversation stuff. What about new agents? Obviously you can sell. There are lots of agents popping up left, right and center. [01:43:11] Speaker A: There is, you know, because it's, there's a lot of industry services that have come in to make it easy for them. For example, an agent can, can go to like an outsourcing company and get some VAs in place that are trained and they can get some, some branding that's placed in front of them for them all over. They can website created apps to run their services that are connected to CoreLogic and everything we use. [01:43:35] Speaker C: Yeah, yeah. So they can, they can attach themselves to the agency. Yeah, that support. [01:43:39] Speaker A: Yeah, that's, that's, that's another platform to do it. You're Going, you're going to align yourself with a, with a, with an agent as a partner. But like, as I was talking about, specifically about services that can, you can outsource all of your, your armor, you know, all of the bits and pieces of the agency can be outsourced. [01:43:56] Speaker C: Yeah. [01:43:57] Speaker A: So you can come across, you can look the part or your branding's on point, your website's there, They've even got graphic designers that put your logo together for you, but the experience isn't there. So, I mean, some of them will trip themselves up by themselves. Others will be able to get through to some people, which is important. What I said earlier, you really got to go with your gut. Do a bit of research on the agent, look at their history, their, their wins, but also go with your gut because a lot of new agents coming in, it's very easy for them to come in. They think they're going to make a million dollars very quickly. And yeah, they may not. Some of the new, the fresh ones, the green ones may not be the best choice. They may not be able to deliver what's required of you. [01:44:47] Speaker B: Do you deal with, how do you say, mentoring some of these agents? How do you guys go with that? [01:44:55] Speaker C: No, not myself. [01:44:57] Speaker A: No. [01:44:59] Speaker C: I probably need mentoring myself. I don't know about you, Carlos. [01:45:01] Speaker A: Oh, yeah, this is. You're looking at my greatest prodigy. [01:45:05] Speaker C: You came a long way, didn't you? [01:45:08] Speaker B: I have, actually. [01:45:10] Speaker A: A mentor is like anybody that's willing to offer you some advice to support you. [01:45:16] Speaker C: Well, there's a lot of. There's a lot of platforms out there online, you know, a lot of. A lot of support with experienced agents going out there doing, doing teaching and, and webinars, you know, weekly webinars and stuff like that. So there's a lot of that going on. And that can help new agents. It can help experienced agents as well. [01:45:36] Speaker A: Yeah, we tend to catch. I catch a few of them around the traps and, and Josh and I sort of challenge each other to keep an eye out for that sort of thing. [01:45:44] Speaker C: Yeah. [01:45:44] Speaker A: And offer support instead of criticism. You know, how can we help? You know, there'll be some, some way that you can contribute to their experience. Yeah, there's going to be an experienced buyer's agent, sales agents, property managers. But we could probably enrich their lives in some way, you know, instead of discount. I mean, it really depends. It's a case by case thing. But, you know, what's all the experience for? You know, if we can share it and help others get to the top. [01:46:12] Speaker C: As well, why not well said. Well said, Carlos. [01:46:15] Speaker B: Yeah, I think that's. That's right. And like I said, I'm a buyer's agent. You're a sales agent. We challenge each other every day. Isn't it? Try to find ways to help improve. Obviously, he can see it from a different perspective. I look at it at a different perspective. You wouldn't know what a buyer would think. I wouldn't know what a seller would think. You know, that kind of thing. So, yeah, it's always good to have some, like, outside perspective as well. [01:46:38] Speaker C: Yeah, for sure. [01:46:39] Speaker B: Again, everyone makes mistakes. Right. It's just sometimes there's no one really to point out those mistakes sticks and say, hey, you know, you're doing something wrong. Maybe look at it in this way or that way. It's a lot better than. Yeah. You know, having no one on your side. Yeah. [01:46:54] Speaker C: Yeah. Not good point. [01:46:56] Speaker A: Yeah. Well, just with that question that came in early, what sort of things do agents struggle with? You know, the whole reason I run a men's mental health support service, you know, once a month, the barbecues, is because you don't know what people are struggling with. You know, they're all real estate agents. Oh, it's full of them. Yeah. We're gonna rebrand it to Real Estate Agents Anonymous. [01:47:17] Speaker C: Very good. [01:47:19] Speaker A: But people struggle, Michelle. You know, agents struggle behind the scenes. It doesn't matter what mask they've got in front of them or how shiny their suits are. [01:47:27] Speaker B: Yeah. [01:47:28] Speaker A: Their struggles there. So. So, yeah, if we can help, why not? Let's do it. It's an abundant universe. That's. That's a good way to sort of look at it. And there's plenty of business out there for all of us. Probably more important that we do the right job. [01:47:41] Speaker B: Correct. Cool. Do we have any more questions from our listeners? Before I start diving into my questions. [01:47:49] Speaker A: I think you can ask why. [01:47:51] Speaker B: Oh, wow, you just given me the reins there. Did you call us? [01:47:56] Speaker A: All right, well, I can handle the equipment pretty well. That's all I'll say. [01:48:02] Speaker B: All right, well, obviously, sales agent and buyer's agent, there's lots of. Of talks about, oh, you know, sales agent is one, buyer's agent is one. But talk about the cooperation that you have with buyer's agents and how have they benefited you and your offering? [01:48:19] Speaker C: Well, I think the advantage of working with a. With a buyer's agent is that we both have the. The same motivation of getting a deal done. [01:48:28] Speaker A: Yeah. [01:48:28] Speaker C: You know, because this. The buyer's agent is not getting paid unless the client is actually Buying something and the sales agent's not getting paid unless he sells the property that is listed. So it's an obvious symbiosis. And to have a good conversation with the buyer's agents is important. And just work out where we find common grounds, especially around the price. And the other thing is, as sales agents, we expect the buyer's agent to have vetted the client, that is that he's able to buy a property at a certain price. And that makes it a bit easier as well for the sales agent. Obviously as a buyer's agent you have to compete with other home buyers, etc. That's not. So the buyer's agent's client is not always the obvious choice, but it's a good choice because we can get the deal done and then guide both our clients to settlement. [01:49:23] Speaker B: So it's more like you're dealing with another professional, isn't it? Like, you know, sometimes while a buyer that walks through may give the best deal, like, like what happened in this scenario that I gave you earlier about me going in with my client and someone else coming and putting 100,000 more and suddenly the agent's eyes lit up and was like, oh my God, there's a hundred thousand more sellers. Obviously it's going to go with that. Yeah, but that fell through very quickly. Right, but immediately they lost a buyer. That's that, you know, it's, it's there, it's qualified, it's ready to go. [01:49:57] Speaker C: Yeah, that's true. I mean you talk to the sellers about that, but ultimately it's their choice. It's their choice what offer they're going to accept. [01:50:06] Speaker B: Coop. And how do you deal with the off market situation? Obviously a lot of buyers, agents from not only here, a lot of them from always will be calling you and hounding you like, hey Michelle, do you have this off markets for me? How do you handle that scenario? [01:50:22] Speaker C: Look, I don't want to put them, you know, on the wrong side of me because I obviously want to have the conversation with them in the future. But at the moment there is so many buyers on the market looking at buying especially average homes, you'd be doing the seller a disservice not to go to market. I find, you know, y. [01:50:41] Speaker A: Correct. [01:50:42] Speaker C: And ultimately you want to get them the best result. And going to market and exposing the property to wide audiences is the obvious choice. [01:50:51] Speaker A: What if you come across a property that you've got an off market offer? Off market sale. The stats all line up to say this is where the market is sitting and Going to market potentially just be more expense for the seller and obviously on the agent side more energy output as well to potentially arrive at the off market offer or less. What would you be your, what would your advice be there when it's. It's looking pretty marginal. [01:51:20] Speaker C: Look, if it's, if it's definitely what I think it is, the market, more on the money, I have to feel really confident about that. To be 50 comparable sales. Yeah, yeah, yeah, yeah. Look, if it's an obvious choice, obviously you, you talk to the sellers and convince them that that's the case. But you know, in most cases I'd be tempted to tell them go to market. Even if it's going to cost them a couple of thousand dollars in marketing and a few percent in sales fees, they might get way, way above. [01:51:52] Speaker A: Yeah. [01:51:53] Speaker C: And the thing is that, that's. That buyer might still be in the mix. [01:51:56] Speaker A: You know that's right. [01:51:58] Speaker B: You only need one buyer. You only need one buyer. [01:52:02] Speaker A: See, it comes back to what we're talking about earlier. You have to. Everything situation's different. You've got to read it. Sometimes the recipe doesn't apply across the board. You've got to make exceptions. [01:52:11] Speaker C: Yeah. [01:52:11] Speaker A: Which is what I found anyway. What about this bloody open negotiation thing? I get so much mixed feedback about this ebay style, I hate type of sale, mate. Does your agency practice open negotiation? [01:52:27] Speaker C: No, not in that. Not in that sense. [01:52:29] Speaker A: Really. [01:52:30] Speaker B: That's that. And there's another one. Is it Revo? No. Resto? No, I can't remember. Anyway, there's two, there's two different platforms at the moment. [01:52:40] Speaker A: Ebay style negotiations. This is another one. Another example of that recipe doesn't fit all. It's probably more specific to a single area and an active area. [01:52:49] Speaker B: Hey, some, some agents stick by it. That's the only way they sell. Yeah, I know a few. [01:52:54] Speaker A: Yeah. [01:52:55] Speaker C: Yeah. So I mean what we don't have in Perth is many auctions, you know, which is, which is very, very common over east. [01:53:01] Speaker B: Yeah. I was listening to a podcast the other day of this agent from Sydney and you're saying how it's pretty much a disservice if you don't do an auction because again it's putting it out there, trying to get the highest price possible and here. So he was just comparing about the difference about here in WA and in obviously over east and saying how we don't even track the auction anymore here because we hardly have any. [01:53:27] Speaker A: We haven't. Yeah. It's got to do with how tight your legislation is. That's one of the biggest difference. Why there's more auctions over east, I mean agents over there. Because I'm licensed in New South Wales. You have to be very, very specific about how you arrived at a part at a price and you've got to be able to really substantiate that price point. So you can't go to market and say offers from, you know, or put an end date sale on there and you know, just make it ambiguous for the buyer. Like we can, we can still, and I say always steal in wa they're very regulated over there. So the, the easiest sort of way to, to get a, get the best possible price without sort of upsetting anybody is to go through this auction process. [01:54:07] Speaker B: Why do you think there's not a lot of auction process here in wa? Why do you think that we still stick to this? [01:54:13] Speaker C: Well, it probably is because of the regulations. So there's that. But I think you're doing the sellers a disservice with an auction in WA as well. Because at the end of the day the highest offer is the highest offer and it's a secret ballot basically. Right what we're doing. And in an auction it can only just be that $1 more. [01:54:33] Speaker A: That $1 more. [01:54:34] Speaker C: Yeah, but in our case it can be 10 or $50,000 more than the next offer down. [01:54:40] Speaker B: But does it have to be like, you know, why not, why can't it be transparent with the price? I guess like, you know, like why not? If the house was bought for 700k, why not say, yeah, this house was purchased for 700k. [01:54:56] Speaker C: Well after the sale it is, it is transparent doing. [01:54:59] Speaker B: That's what I guess what I'm trying to say is, you know, like with auction, you know exactly what it's being bid for. [01:55:04] Speaker C: Yeah. [01:55:04] Speaker B: You know, and at auction say no, I'm bidding 700 and someone was like, yeah, I'm bidding 701. 701, you know, somewhere 700 too. But again it's who's offering the highest and who's willing to go the distance. [01:55:15] Speaker A: Yeah, these processes, we've got so many processes in our arsenals and we're, we're selling agents, they're sitting on the shelf. And auctions is just one of our, our tricks, I guess. Our processes we can put in front of people and I think it's a case by case thing. You've got to read your market and read your area. If you've got a hundred buyers like you've had at certain home opens that you've done and they're all very competitive about a property. Then you're probably best to go to auction possibly. You know, that's where you read the situation. This is going to get a lot of activity. Let's push the price up as high as we can. In an auction, public auction campaign, can. [01:55:56] Speaker B: You switch a strategy midway through, like say for example, you were doing an end date sale, it was going through and you're like, oh my God, there's so much, much traction here. Maybe we should go down the auction route. Can you do that? [01:56:08] Speaker A: Yeah, you could do it. I mean, what sort of message are you sending to people though? You know, you want to really stick to your guns with whatever. [01:56:17] Speaker C: Yeah, there's probably more downsides. Possibly. [01:56:19] Speaker A: Yeah. [01:56:20] Speaker B: Interesting. [01:56:21] Speaker A: How interesting, huh? [01:56:22] Speaker B: That was a good one. [01:56:23] Speaker C: Unless the property goes off the market and then comes back on later. [01:56:27] Speaker A: I always put disclaimers in the end date sales that just to make sure to put on unless sold prior in the copy. Because I generally sell them before the end date, you know. [01:56:38] Speaker B: Yeah. Do you feel like auctions like, you know, obviously there's so much strict rules around auction, isn't it like management of them? Yeah, yeah, the management of it. Or even, you know, the moment the hammer goes down, you need to pay the deposit down, you are buying the place. [01:56:53] Speaker C: Kind of unconditional. [01:56:54] Speaker B: Yeah, it's unconditional. Do you think that kind of put people love? [01:56:57] Speaker C: I. I would say, I would say so. It's a bit scary, right? It's. There's a lot of pressure. There's not much. So you have to finance the auctioneers very quick. Yeah, I think so. That's, that's why I do believe you might miss out on some buyers that are just too overwhelmed by an auction and might not put their best foot forward right there and then and. But they would in a, in a private sale. [01:57:20] Speaker B: This is a good one, actually. Maybe I need to bring this agent on board. So there's this agent in spite of Spearwood. They specialize in auction. But it's called a friendly auction. Have you heard of it? [01:57:31] Speaker A: You mean like the transparent ones? [01:57:32] Speaker B: No, it's the first nwa. So it's not. Not transparent just means that. So the traditional auction is you go in, you must be financed ready and deposit down straight away. A friendly auction is you can still get a pre approval and you can still put it subject to finance for that one. So for whatever reason it falls through, it just goes back on the market as a, as an auction. Not, not an auction like goes as a. The normal Process. [01:57:59] Speaker C: Yeah. [01:58:01] Speaker B: Yeah. So that's a, an interesting one. They've been having some really good results on their one as well. So probably worth having a chat to see what this whole friendly auction is about and how is it affecting. [01:58:10] Speaker A: Bring him in the show. Yeah, let's talk real estate. [01:58:12] Speaker B: Yeah. Another sales agent. [01:58:15] Speaker A: Oh, that's it. We're collaborative, aren't we? Yeah, I mean we're all, we're all light agents here, but you know, we can all bring something to the table. [01:58:23] Speaker B: Oh, we learn from each other. [01:58:25] Speaker A: We learn from each other. [01:58:25] Speaker C: Yeah. [01:58:26] Speaker A: Hopefully, you know, just don't, don't get Josh to teach how to use these. [01:58:29] Speaker B: Controls because, well, there's a reason why I'm a real estate agent and not a dj. There you go. [01:58:39] Speaker A: Exactly right. Well, we're coming very close to the end of the show. So, Michelle, is there a plug that you want to give for yourself? People want to hear your name, your number. [01:58:46] Speaker C: If I can. Yes. I'm Michelle from Fremantle Co and I would love to, to help you if you have any property inquiries, if you want to know what your house is worth or if you just want to chat. My number is 0407-994-886. Thank you, guys. [01:59:04] Speaker B: What's your email? [01:59:05] Speaker C: It's michellereementalcore.com. [01:59:08] Speaker B: Okay, excellent. So Michelle specializes in the Fremantle area, obviously. And not only that, obviously you just did one in Rockingham, but yeah, you've got that knowledge there for Fremantle, for everything. Yeah. So now thanks a lot, Michelle for being here. [01:59:22] Speaker A: Thanks for having me. [01:59:22] Speaker C: It was a pleasure. [01:59:23] Speaker A: I'll certainly be picking your brain if I get a listing in Fremantle. Please do. Just to refresh the memory and look, every sale is different than we handle, as you know. There's always a difference. Challenge and come up for a selfie. You're running, you're running sales there all the time. So it's good to have our referral partners around us. [01:59:41] Speaker B: Excellent. I would be looking forward to that bakery and the coffee, the best one that you go to in Fremantle. [01:59:48] Speaker A: We do our one to ones at free at Dolce Salado. There's another plug, that's it on Friday. We've already got the arrangement in place. [01:59:59] Speaker B: Have you? All right. [02:00:00] Speaker A: Michelle and I. [02:00:01] Speaker B: Nice. Well, again, you're listening to the Property Bros, isn't it? From Josh and Carlos. So Josh, if you ever want to get to me, obviously I'm Josh, the buyer's agent and My number is 0419-815-5575. And you want to email me, it's hellooshuanthony.com au and Carlos here. [02:00:20] Speaker A: That's right. Carlos from Carlos and Josh the Property. [02:00:23] Speaker B: Bros. No, Josh and Carlos. [02:00:24] Speaker A: Carlos and Josh. [02:00:25] Speaker B: Right, fine. [02:00:27] Speaker A: Carlos from WA Property Sales. My mobile number is 0419-double-7535 and email is carlosipropertysales.com it's been an absolute pleasure having you, Michelle. I hope you come back, come and visit us. [02:00:41] Speaker C: Yeah. [02:00:42] Speaker A: We've got about a two and a half, three month waiting list. But of course you do jump straight back in on the end of the queue and come back and talk to us. [02:00:48] Speaker B: I will definitely come with more updates on what's happening in Fremantle. [02:00:52] Speaker C: Absolutely. [02:00:52] Speaker B: Sure. There'll be lots of movement, especially with the interest rate. [02:00:55] Speaker A: Right. I know. [02:00:55] Speaker B: I'd love to see what happen. Yeah. [02:00:57] Speaker C: There's a lot going to happen this year. [02:00:59] Speaker B: Yeah. Excellent. [02:01:00] Speaker A: Absolutely right. So, yeah, thank you for, for visiting us. It's been great having you, mate. [02:01:03] Speaker C: Thank you for having me. [02:01:04] Speaker A: I think you're a great, great agent, great bloke and we hope you come back and see us. [02:01:08] Speaker C: I will. [02:01:09] Speaker B: Do I get an invitation to Dolce or not? [02:01:12] Speaker A: If you play your cards right. [02:01:15] Speaker B: It's too hard. All right, thank you for listening. [02:01:19] Speaker A: All right, everybody, we'll see you again next week, Same bat time, same bat channel. At 3pm on Monday, your voice, your community station, you are listening to IPL Radio.