Bothsides Podcast

Every kit Luke built for this episode is free. Nine of them, ready to copy straight into Claude Code or Code X. The Operating System kit alone gives you a personalised CLAUDE.md rulebook, five playbooks for planning and delegation, and a starter memory that carries across sessions. There's a website builder, connection kits for the software you already run, and six more. Grab the lot here: https://drops.selrai.com.au/bothsidesIs Is everything you've been told about AI in business wrong? Most owners are paying for AI agents that do nothing, while the tool that actually works sits unopened on their laptop. Luke Heka is the founder of Selr AI, a Gold Coast development team that's been putting AI systems inside Australian businesses since 2021. From one-man operations to companies with hundreds of staff. He's not a content creator and he's not a consultant. He builds the systems and installs them, and in this episode he gives away the setup he normally charges for. In this episode, he explains: ▪ Why the people selling you AI agents are running something far simpler underneath ▪ How to turn YouTube into a brain that thinks like any expert you name ▪ What Claude Code actually costs to run - and the $8,000 nobody mentions ▪ How one trade business went from three-day quotes to forty minutes ▪ The single process in your company worth automating first ▪ The one thing he refuses to let AI anywhere near Follow this episode's guest: Luke Heka Connect with Luke: LinkedIn - Luke Heka Selr AI: Website - selrai.com.au Instagram - @selr__ai LinkedIn - Selr AI Facebook - Selr AI Get every AI shortcut Luke shared: drops.selrai.com.au/bothsides This episode was filmed at Selr Studio: Instagram - @selr.studio Bothsides: Website - www.bothsides.au Follow the show - @bothsides_podcast Follow Dan: @daniel_beardall Bothsides Buyers Agency: Instagram - @bothsidesbuyersagency Website - bothsidesbuyersagency.com.au Listen & subscribe: YouTube - @bothsidespodcast Spotify - Listen here Apple Podcasts - Listen here

Josh Morrissey re-entered Real Estate after a decade in the trades. By 37, he’d built a property portfolio worth tens of millions, to a multimillion-dollar debt-free position. He didn’t get there by holding and hoping. Josh says most people calling themselves “passive investors” are just being lazy, and that the equity sitting in your portfolio right now means if you can really use it. He’s the co-founder of @hiveproperty.co in Canberra, one of the territory’s leading real estate businesses built on activity. He currently holds the three highest sale prices in the ACT for 2026!! In this episode, he explains: ▪️ Using Dan as a live example, Josh maps out how to turn a $150,000 cash position into $1.4 million in two years. ▪️ Why he calls passive investing “lazy” and what he does instead. ▪️ How subdividing one property can pull out 100% profit with nothing but a DA approval, no build required. ▪️ Why holding a “neutral” cash-flow property could quietly be costing you more than it’s worth. ▪️ The real reason he doesn’t want the bank and the government as his business partners. ▪️ What building his wealth actually cost him and the hardest lessons business should learn from.

Is the property market actually crashing, or is everyone about to miss the best buying window in years? While headlines scream about falling prices and a broken market, two of Australia's top buyer's agents reveal how their clients are still building 6-figure equity gains - without waiting for prices to rise. Daniel Beardall and Josh Yun are buyer's agents specialising in off-market property deals across Australia. Known for sourcing deals other investors never see, they've helped clients secure hundreds of thousands of dollars in instant equity through negotiation, subdivision, and smart deal structuring - even in a declining market. In this episode, they explain: ▪ How one client secured $800,000 of instant equity on a single property purchase ▪ Why a "stigmatised" property sold $700,000 under market value (and why that's a good thing) ▪ How to turn a $2 million deal into $2.5 million with nothing but a DA approval ▪ The real reason building a granny flat from scratch could cost you more than buying one ▪ Why falling prices don't matter if you know how to structure the right deal

Marty Fox. Jack Delosa. Graeme Holm. Jack Henderson. Marcus Chiminello. Gavin Rubinstein. Sam Gordon. Over 150 episodes with some of the best in Australian property and business, and ten lessons that changed my business and how I work. A vision only works once it is actually yours. Grow by fixing the next problem in front of you, not by chasing size. Teaching beats selling. People buy from who they know, so build the name first. Charging more, and charging it upfront, changes who you end up working with. Where you spend your time matters more than how disciplined you are. Know your numbers or you are guessing. Get better before you try to be different. The people who build things decide quickly and move. And the detail is not part of the job, it is the job. Ten lessons, where each one came from, and how to use them. Take one and use it this week. Watch the full episodes Marty Fox, EP 136 How to Build Unstoppable Momentum https://youtu.be/kAM4G3_HBvk Jack Delosa, EP 132 The REAL Reason You’re Not Achieving Your Goals https://youtu.be/aMx445T4jAY Graeme Holm, EP 69 The ULTIMATE Guide to Business & Financial Literacy https://youtu.be/QS8ZAnvjSbQ Jack Henderson, EP 151 Why Australia Is Making It Harder To Get Rich https://youtu.be/_xzjGMF0HM4 Marcus Chiminello, EP 137 Inside the Mind of a Master Real Estate Agent https://youtu.be/kvbRKGbcyEo Gavin Rubinstein, EP 133 How to be a SUCCESSFUL Real Estate Agent https://youtu.be/xDj-aK30WGY Sam Gordon, EP 125 Sammy Gordon: 134 Properties by 35 https://youtu.be/BqnKptX_CPE Josh Morrissey, EP 115 From $4M GCI to Financial Freedom by 37 https://youtu.be/uSK_HSj9HxQ Emil Juresic, EP 150 “The Market Has Already Dropped 10 To 30%” https://youtu.be/rVkPEOI2C-w Matt Pillios, EP 138 From Broke At 35 To $600M In Sales https://youtu.be/mSbQVuojnL4 Graya, EP 147 How Two Brothers Are Quietly Dominating Australian Property https://youtu.be/_bZ26j0fBJ0 Thanks for listening. Full show notes and links below. Bothsides Website - https://www.bothsides.au Follow the show - @bothsides_podcast Follow Dan @daniel_beardall Bothsides Buyers Agency Instagram - @bothsidesbuyersagency Website - https://www.bothsidesbuyersagency.com.au/ Listen and Subscribe YouTube - @bothsidespodcast https://www.youtube.com/@bothsidespodcast Spotify - https://open.spotify.com/show/3wNWmFad9vzMqAwHfNaNzT Apple Podcasts - https://podcasts.apple.com/au/podcast/bothsides-podcast/id1585830750

Why do the most successful people seem to operate on something other than logic alone? Psychic Teal breaks down how she believes the mind can actually be rewired — through psilocybin, breath work, and stillness — to quiet the ego, strengthen intuition, and change the way you think and perceive life. She also explains what claircognizance actually is, why she believes self-worth is the strongest predictor of success she's seen across hundreds of readings, and how she pulled herself out of a live anxiety attack using nothing but her breath. Teal is a psychic and intuitive healer specializing in claircognizance, energy healing, and plant medicine facilitation. A former corporate lawyer, she now hosts healing retreats and ceremonies internationally and is based in the Northern Rivers, Australia. She explains: ◾ Why she believes self-mastery means learning to weave your logical mind and your intuition together ◾ How psilocybin can rewire the brain in real time to change deep-seated behavior ◾ How she stopped a live anxiety attack using breath work alone ◾ Why she believes self-worth is the strongest predictor of business success ◾ Why the ego is loud and hasty, while intuition is quiet and easy to miss Follow this episode's guest: Teal tealsoulsacredbreathoflife.org Bothsides: Website - www.bothsides.au Follow the show - @bothsides_podcast Follow Dan: @daniel_beardall Bothsides Buyers Agency: Instagram - @bothsidesbuyersagency Website - bothsidesbuyersagency.com.au Listen & subscribe: YouTube - @bothsidespodcast Spotify - Listen here Apple Podcasts - Listen here

The part most buyers never figure out: it's not about finding the perfect property, it's about reading your own position on the grid before you even start looking. In this episode, we sit down with Matt Srama, the Gold Coast buyer's agent who bought his first investment property at 22 and built a 7-figure agency in under three years. Matt breaks down how he helps buyers cut through analysis paralysis, spot the suburbs about to move before they're obvious, and negotiate from a position of leverage instead of desperation. We go deep on the psychology that actually drives bad property decisions, why the buyers who move when sentiment is low are the ones who win, and how to tell the difference between a good deal and a good story. Matt also shares his honest take on off-market listings, the due diligence most buyers skip entirely, and how to turn your own home into a cash-flow asset instead of a dead one. This is the most complete breakdown of how to actually buy property you'll watch all year. Follow this episode's guest: Matt Srama srama.com.au Bothsides: Website - www.bothsides.au Follow the show - @bothsides_podcast Follow Dan: @daniel_beardall Bothsides Buyers Agency: Instagram - @bothsidesbuyersagency Website - bothsidesbuyersagency.com.au Listen & subscribe: YouTube - @bothsidespodcast Spotify - Listen here Apple Podcasts - Listen here

On The Biggest Loser there was a yellow line, and Steve Willis says the moment a contestant fell below it their fight was no longer in their hands, it went to a vote. He uses it as the whole argument: do the work while the decisions are still yours to make. Steve "Commando" Willis spent more than ten years in the Australian Army, including selection into 4 RAR when it was re-tasked as a commando unit, and nine years as a trainer on The Biggest Loser. He now runs a gym in Rouse Hill with his partner Harika. What you will learn: - Why recruits had their socks measured with a ruler, and what that has to do with being handed a weapon - The one degree bearing analogy he uses instead of telling people to overhaul their lives - His order of operations for change: awareness first, then competency, then confidence - Why he says the 3am wake up posts are nonsense, and what preparedness actually looks like - What he thinks stopped The Biggest Loser being made, and what the show got wrong about obesity Chapters 00:00 The yellow line, and the day your fight stops being yours 04:01 Joining at 18, and how infantry chose him instead 08:02 Malaysia, 1996, and the selection nobody saw coming 12:02 Socks measured with a ruler, and why you have to earn the rifle 16:03 Life is indifferent. The meaning is the one you bring 24:05 Twenty two years of CrossFit, and meeting his match 32:10 Awareness, then competency, then confidence 36:10 An hour and ten minutes of burpees, and the resistance you bring yourself 44:14 Training in a park in the cold, and the trouble with comfort 48:18 Counterterrorism training, and learning to work inside disruption 55:02 Why awareness is a double edged sword 1:05:02 Coaching people whose lives had already fallen apart 1:10:03 We are for the few 1:15:03 Draw a line in the sand, then forgive yourself 1:20:03 What happens when you stop eating until midday 1:25:04 Why the show would not be made today 1:30:07 The 3am wake up posts, and the preparedness nobody films 1:37:31 Dumbbells in a four wheel drive, and a gym built in lockdown 1:54:05 Be a good person, and be careful who talks you out of things 1:59:36 At 50, learning about money for the first time One idea a week from these conversations, written up properly and sent to your inbox. Join the community at https://bothsides.au Related episodes: How to Actually Stop Burning Out, Lincoln Westerman - https://open.spotify.com/episode/29hwzk6weHjnTlOzJjdezu Ben Borg: How to Find Your Purpose - https://open.spotify.com/episode/7Ae7MY5rAIi7HMkBdtkMvN It's time to share my story, Dan Beardall solo Bothsides: ◼ The 4 Point Score guide - https://go.bothsides.au/score ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast

In this episode, I turn the mic on myself... Issy sits down with me to unpack where my drive really comes from, starting with the day everything changed. I was 7 years old, standing at the end of a hospital bed, watching my dad on life support. That moment became the reference point for everything after it. Growing up with a single mum and real financial pressure taught me to associate safety and security with hard-won effort, and it pushed me into a kind of survival mode I didn't fully understand until much later. We talk about how that early loss shaped my ambition, why I've spent years chasing personal development (from Tony Robbins seminars to mentors who became like family) and the health struggles (physical and otherwise) that came from carrying stress I never really processed as a kid. It's not the usual podcast format, and it's a bit more exposed than I'm used to, but if any part of my journey helps you make sense of your own, then it's done its job. Let me know in the comments if you want more episodes like this. Just me, my story, my takes. Happy to keep going deeper if there's interest. Follow Bothsides Instagram: https://www.instagram.com/bothsides_podcast Website: https://www.bothsides.au YouTube: ⁠ https://www.youtube.com/@bothsidespodcast ⁠ TikTok: https://www.tiktok.com/@bothsidespodcast Follow Dan Instagram: https://www.instagram.com/daniel_beardall Bothsides Buyers Agency Instagram: https://www.instagram.com/bothsidesbuyersagency Website: https://www.bothsidesbuyersagency.com.au Listen & Subscribe YouTube: https://www.youtube.com/@bothsidespodcast Spotify: https://open.spotify.com/show/3wNWmFad9vzMqAwHfNaNzT Apple Podcasts: https://podcasts.apple.com/au/podcast/bothsides-podcast/id1585830750

Jack Henderson breaks down the unit economics of a buyers agency out loud, and explains why most of the industry is quietly struggling: a client worth 80,000 dollars over four purchases still only pays you 20,000 today, and it takes three years to collect the rest.Jack Henderson is the founder of Henderson, a national buyers agency with around 120 staff across the group.What you will learn:- Why lifetime value does not save you if the cash arrives over three years- How rising acquisition costs have broken the volume buyers agency model, on his own numbers- Why he rebuilt around something hard to replicate rather than competing on price- The real stress of finding 1.4 million to settle in two weeks- Why people he knows are leaving for Singapore and Thailand, and the tax logic behind itChapters00:00 Why he thinks the country has swung too far one way05:52 Finding 1.4 million in a fortnight for a settlement he did not see coming11:02 The actual day: quarter to five, gym at 5:30, in the office by 814:49 Buying the degrees instead of going and doing them18:21 When the cost to book a call went from 200 dollars to 1,20023:21 What a five percent management fee can actually afford to fix27:24 Find the service nobody delivers, then work out the price28:22 Second dwellings, and turning a 3.5 percent yield into 5.532:40 Fringe benefits tax, payroll tax, and the bill nobody adds up36:24 Why he is staying, and what Harry Dent told him about immigration38:26 Everyone at the engagement party is moving offshore40:36 Guaranteeing a return without pretending to guarantee growth43:27 The red hat, and why every offer has a shelf life48:28 Lifetime value against cash actually collected52:09 Why wealthy people pay for speed and exclusivity53:29 A record month, and why the budget changes barely touched the model1:01:29 The changing world order, and patterns that repeat1:05:09 Eight o'clock meetings and 7:30 last calls1:08:45 The billion dollar goal, still standing1:12:26 What is it actually forIf you are buying rather than building an agency, the framework we score every purchase against is here, including two deals we walked away from:https://go.bothsides.au/scoreFollow Jack Henderson:Instagram - https://www.instagram.com/jackhenderson_/Henderson - https://www.instagram.com/henderson_advocacy/Related episodes:Emil Juresic on the market falling 10 to 30 percent - https://youtu.be/rVkPEOI2C-wThe Australian Dream Is Dead, Graeme Holm - https://youtu.be/KhAo3_roxkIGraya, two brothers dominating Australian property - https://youtu.be/_bZ26j0fBJ0Bothsides:◼ The weekly email - https://bothsides.au◼ Dan - https://www.instagram.com/daniel_beardall/◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcastGeneral information only. Not financial, tax, legal or credit advice.

Welcome to the No BS Property Show, a series within Bothsides, where we sit down to talk property, investing, and everything you need to actually succeed in the Australian market... straight up, no filter, no bullsh$*#. If you love property, want to learn how to actually invest, or just want to understand what's really happening in the market, this is for you. In this episode, Daniel Beardall and Josh Yun go through a federal budget that gutted negative gearing and the capital gains discount, a Senate deal that just banned SMSFs from borrowing to buy residential property, and a first-home buyer scheme the government insists isn't moving prices, even as suburbs across NSW post double-digit drops. They explain: ▪ Why the 5% deposit scheme pushed entry-level prices up before the market corrected ▪ The exact numbers behind Australia's 40-year property growth cycle — and why this dip doesn't break the pattern ▪ The $15.85M house that resold for $8.35M, and what it means for the government's own tax revenue ▪ Why the SMSF lending ban is, in their words, "the most nonsensical thing" to come out of the budget ▪ The live, off-market deal they're chasing right now — and why urgency from sellers is the buyer's biggest advantage ▪ Why they believe "the government hates us being in control of our own money" ▪ Why they're personally selling investment properties to buy their own homes in this exact window ▪ What actually makes a property "bulletproof" versus one that's about to get caught out If you're trying to figure out whether now is the time to buy, sell, or just sit tight, this is the conversation that actually walks through the real numbers behind the headlines. Follow the show: @bothsides_podcast Follow the hosts: Daniel Beardall Josh Yun Bothsides Buyers Agency: Instagram Website Listen & subscribe: YouTube Spotify Apple Podcasts

Emil Juresic sold every property he owned at the peak of the market, five months before this was recorded. He now says values have already fallen 10 to 30 percent, and he has pulled the heavy brake on his own development pipeline. Emil Juresic is a Gold Coast developer and the founder of NGU Group. What you will learn: - Why he sold the lot at the peak, and what he was seeing that made him move - Where he thinks the falls have already happened, and what he expects next - Why he would not buy anything brand new as a first home buyer, and would buy something he could add value to instead - What happens to established stock when investors all shift to new - What scaling actually costs: every dollar reinvested, and whether you can carry the pressure - Why he moves capital between industries rather than staying loyal to one Chapters 00:00 He sold every property he owned at the peak 06:26 In two minds about letting the last one go 11:50 Why he would not buy anything brand new as a first home buyer 17:32 Investors shifting to new stock, and what it does to established 23:34 Building a community, and the 500 gyms he has watched 29:36 The heavy brake on property development, right now 35:24 Being present while building something new 40:25 Living backwards from 95 47:17 One week from opening the first one, already thinking global 53:18 Using AI before you become the dinosaur 59:01 It took thirty years, and the people who want it in three Manufacturing equity rather than paying for it is the fourth of our four points. The full framework, with the deals behind it: https://go.bothsides.au/score Follow Emil Juresic: Instagram - https://www.instagram.com/emiljuresic/ Related episodes: Graya, two brothers dominating Australian property - https://youtu.be/_bZ26j0fBJ0 Why Australia Is Making It Harder To Get Rich, Jack Henderson - https://youtu.be/_xzjGMF0HM4 The Australian Dream Is Dead, Graeme Holm - https://youtu.be/KhAo3_roxkI Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice.

Graeme Holm counts four property corrections in Australia, and puts the largest at 5.5 percent. His argument is that trying to time your way around a dip that size, while sitting out years of double digit growth, is the expensive mistake almost nobody adds up. Graeme Holm is the founder of Infinity Group and has been in lending for more than 25 years. Recorded after the federal budget changes. What you will learn: - The size he puts on all four Australian corrections, and why he says timing them costs more than it saves - Why rents rising and deposits getting harder to save are the same problem for a first home buyer - His argument that a home is capital gains tax free and an investment is not, and what that means for the order you buy in - Why he says anyone telling you not to pay tax is broke, and how paying tax is what lets him borrow - Why the shift from trusts to companies looks like every other government scheme cycle Chapters 00:00 Time in the market, and why the growth is in years eight to ten 07:04 What the budget did to the investment market 14:02 Whether he is doubling down, and the Buffett comparison 20:50 Four corrections in forty years, and the largest was 5.5 percent 29:17 The two moments that matter: when you buy and when you sell 39:24 Why he sells assets every couple of years 46:22 Why some buyers agents get to ten and stop 52:59 What risk you are actually insuring against 1:00:39 Ten seconds on a whiteboard, and serving before selling 1:07:44 Timing the market against time in the market 1:14:54 Calling a listener about their budget 1:22:24 The consolation prizes 1:29:39 Closing The market read is one thing. What you actually buy is another. The four points we score every purchase against, and eight real deals scored against them: https://go.bothsides.au/score Follow Graeme Holm: Instagram - https://www.instagram.com/graeme_holm/ Infinity Group - https://www.instagram.com/infinitygroupau/ Related episodes: The Australian Dream Is Dead - https://youtu.be/KhAo3_roxkI Australia Is At Breaking Point - https://youtu.be/mx9sOxgjong How to Escape Poverty and Build Wealth - https://youtu.be/rsZUiBq5rSc Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.

Stephen Michaels and Jonathan Valentino settle 1.1 billion dollars of loans a year with no marketing, no advertising and no cold outreach. Every broker in the business is on a salary, and the whole instruction to them is one sentence: delight the customer. Stephen Michaels and Jonathan Valentino are the founders of Catalyst, a brokerage they have run for 14 years, submitting around 150 million dollars of loans a month across 40 lenders and taking their business from about 60 referral partners. What you will learn: - Why every broker in their business is salaried rather than contracted, and what that does to quality control - How a bridging loan actually works, on real numbers, and why they say 60 percent of approved bridges are never drawn - The 26 million dollar bridge at around 7.5 percent, and the house that took nine months to sell - The 24 month rule they use to explain why most new brokers quit just before it starts working - Why they would tell a new broker to learn credit policy before touching social media Chapters 00:00 The reverse mullet: party at the front, business at the back 04:21 How they got past a billion a year in settled loans 06:40 Doing every job end to end before trying to teach it 08:06 Why every broker in the business is on a salary 11:42 Taking the admin off the salesperson so they only have to close 14:50 What actually keeps good staff: the money, or the learning 17:57 The three deals you nail, and the three you only do 8 out of 10 21:15 The confidence play, and why most approved bridges go unused 24:19 Who a bridging loan is actually for 26:42 What a bridge really costs, and the rate you pay on the gap 27:54 The 26 million dollar bridge, and the mansion that would not sell 31:08 If you started again tomorrow, learn policy first 34:50 The 24 month rule, and why most brokers quit too early 38:54 The sale that opened the network, and the ones done for free 42:00 What makes a good broker, and why resilience is the job 47:16 Do not try to take on everything in your first year 50:57 Development lending, and why the banks pulled back 53:27 Private credit, and the banks now competing to come back in 55:51 The decision tree on a site the bank said no to 58:52 Making the complex simple, and why that is the whole job Finance is what decides whether you get to buy at all, and what you buy decides everything after that. The four points we score every purchase against, with eight real deals scored against them: https://go.bothsides.au/score Related episodes: Australia Is At Breaking Point, Graeme Holm - https://youtu.be/mx9sOxgjong Every Australian Needs To See THIS, Graeme Holm - https://youtu.be/XICs0jKPDfc The Australian Dream Is Dead, Graeme Holm - https://youtu.be/KhAo3_roxkI Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.

Rob and Andrew Gray had 650 people on a waitlist for a project they had not started marketing. They also say one bad project can undo ten years of good ones, which is why they are careful in a way most developers are not. Graya is a Gold Coast development and construction business run by two brothers, whose father was a quantity surveyor. What you will learn: - How 650 registrations before any marketing tells them what to build and how big - Why they measure success by whether their buyers resell at a profit, not by their own margin - The one bad project problem, and how a decade of track record can come undone - How they split the business: construction, marketing and sales against development - Where they tell a new developer to start, and whether renovations come first Chapters 00:00 What they have learned about success 05:50 Why holding a site while interest ticks changes everything 11:26 Splitting the roles: construction and sales against development 17:20 The option contract, and amalgamating two properties into one site 22:25 The copycats, and what they cannot replicate 27:58 A pipeline that has passed 1.5 billion 33:16 Developer licensing, and pushing liability onto developers 38:26 Sports players, musicians and politicians as buyers 44:02 Asking for feedback without taking all of it on board Development is one of six asset types we assess, and the one with the most ways to go wrong. The full framework, with eight real deals scored against it: https://go.bothsides.au/score Follow Rob and Andrew Gray: Rob - https://www.instagram.com/rob.graya/ Andrew - https://www.instagram.com/andrew.graya/ Graya - https://www.instagram.com/graya/ Related episodes: Emil Juresic on the market falling 10 to 30 percent - https://youtu.be/rVkPEOI2C-w Marcus Chiminello, inside the mind of a master agent - https://youtu.be/kvbRKGbcyEo The Australian Dream Is Dead, Graeme Holm - https://youtu.be/KhAo3_roxkI Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice.

Bill Malouf spent 37 years building a name at one brand before moving it, and he says the worst thing an agent can do at a listing presentation is walk in with a book about their own company. His alternative takes 25 to 30 minutes and has nothing to do with market share. Bill Malouf has sold Sydney prestige property for more than 30 years and is now at Highland Double Bay, alongside Sam Schuman. Recorded in a Sydney penthouse. What you will learn: - What he does in the first 25 minutes of a listing presentation instead of pitching - How he handled a Saturday with nobody through, and why he rang the vendor 15 minutes later - Why he says over quoting should cost an agent their licence, and how Fair Trading now checks - The candle analogy he uses on his own sales team, and what it is really about - The Point Piper sale that started at over 60 million and settled at 37 Chapters 00:00 Pick something you would still want to do in 40 years 00:33 Turning up with a book about your own company 03:34 Inside the apartment, and what makes a property unrepeatable 06:52 Knowing what you are good at, and what you are not 10:02 Partnership against franchise, and what an in-house back end changes 14:12 Is the franchise model dead 17:47 Property management as the engine, not the afterthought 20:02 Open book, cross selling, and the fastest way to kill a culture 22:29 Does the brand make the agent, or the agent make the brand 25:02 Coming out from under the radar after 37 years 28:15 Giving time to a 23 year old, and why it matters 30:05 The rot starts at the top 31:51 From 600,000 to 100 million in one office 34:52 Over quoting, and why he thinks it should cost you your licence 38:03 Pricing a property honestly when the vendor wants more 40:01 The Saturday nobody came through, and the phone call he made anyway 44:30 Who actually buys at this level, and what they are buying 45:04 Keeping the candle lit, and what COVID exposed 48:55 The vendor who said no auction, and the only team that listened Reading a price guide is one skill. Knowing what a property is actually worth to you is another. The four points we score every purchase against, with eight real deals scored against them: https://go.bothsides.au/score Related episodes: Marcus Chiminello, inside the mind of a master agent - https://youtu.be/kvbRKGbcyEo The Australian Dream Is Dead, Graeme Holm - https://youtu.be/KhAo3_roxkI Emil Juresic on the market falling 10 to 30 percent - https://youtu.be/rVkPEOI2C-w Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice.

Lincoln Westerman's argument is that telling a burnt out person to make more calls is stacking demand on a system already at capacity, and that it always crumbles eventually. The only variable is when. Lincoln Westerman coaches high performers on energy and nervous system regulation through his practice Mocha, working one to one with around 17 people at a time. He is a former real estate agent and a master practitioner in NLP. What you will learn: - Why he asks what a million dollar GCI goal will actually let you experience, and what happens when nobody can answer - What a nervous system in survival mode does to sleep, temper and immunity - The client whose entire reset was sunlight morning and evening and no phone after seven - Why sacrifice originally meant to make sacred, and how that changes the question - The phone health audit he runs before anything else, and what he asks about where it lives Chapters 00:00 Stacking harder work on a system already at capacity 00:44 What will that goal actually let you experience 05:39 Seven schools, and what moving that much teaches you 07:02 What flow really is, and why living in it is dangerous 10:55 Too much in your head, or too much in your body 14:04 When did you last do something fun with nothing to do with work 20:14 The questions people never think to ask themselves 21:04 Following the thread: why, why, why 28:04 Rough handles and soft handles, and why he does not push 34:19 Seek to understand, not to destroy 35:05 A coach asks questions. A teacher gives instructions 39:02 How the nervous system actually works, in plain terms 45:01 The reset that was only sunlight and no phone after seven 53:01 Sacrifice means to make sacred 1:01:01 His own protocols, and the demand he is carrying right now 1:07:43 Phone health, and auditing where your phone actually lives 1:09:01 Intentionality, and not relying on how you feel 1:12:49 What the top operators are still trying to fix 1:18:01 Get the energy right and everything else gets easier 1:28:22 What you consume, and how you speak to yourself One idea a week from these conversations, written up properly and sent to your inbox. Join the community at https://bothsides.au Related episodes: Lincoln Westerman, Wellness & Peak Performance Mentor - https://open.spotify.com/episode/49UCoFO6PikNammm5zw7VI Ben Borg: How to Find Your Purpose - https://open.spotify.com/episode/7Ae7MY5rAIi7HMkBdtkMvN Commando Steve: What The Army Taught Me About Winning At Life - https://open.spotify.com/episode/7nXRq4dX7XNVoG7DOUrCav Bothsides: ◼ The 4 Point Score guide - https://go.bothsides.au/score ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast

Graeme Holm says the gap is going to get wider, and that most people arguing about it online will still be renting in ten years. He also explains the two interest rates on every loan document, and why the one the bank advertises is not the one you actually pay. Graeme Holm is the founder of Infinity Group, one of Australia's largest independent finance broking businesses, and has been in lending for more than 25 years. What you will learn: - The difference between the advertised rate and the comparison rate, and why he argues the second one should legally be called the actual interest rate - Why most borrowers never notice they are paying 8 to 12 thousand a year off principal while the rest goes to interest - How to get a bank valuation before exchange, and what that does to the equity you can pull - Why he will not take on the maintenance risk that comes with an older home - The 24 month spending reset he tells people to run before they try to buy anything Chapters 00:00 Why the disparity is going to get worse 04:35 One property or two, and what a 20 percent deposit actually buys 08:19 The 105 percent home loan, and who would take no deposit 12:21 Agents arriving with the suit and the car on finance 16:40 Whether the settings quietly help institutions in 20:17 Leaving Sydney and moving the money to southeast Queensland 23:47 Getting a good valuation, and when equity unlocks 27:17 Minimum repayments, and what sits behind the curtain 30:54 What a single income actually needs to borrow now 35:23 Parental guarantors and equity pledges 39:21 The comparison rate against your actual interest rate 43:07 The 200,000 sitting in a saver instead of an offset 46:55 Why he will not flaunt what he owns 51:07 What the room took away 54:38 Doing it for impact once you no longer need the money 58:17 What he sees coming out of the US Most properties only tick one or two of the four things that make an investment work. The framework we score every purchase against, before we buy anything for a client: https://go.bothsides.au/score Follow Graeme Holm: Instagram - https://www.instagram.com/graeme_holm/ Infinity Group - https://www.instagram.com/infinitygroupau/ Related episodes: Australia Is At Breaking Point - https://youtu.be/mx9sOxgjong Every Australian Needs To See THIS - https://youtu.be/XICs0jKPDfc How to Escape Poverty and Build Wealth - https://youtu.be/rsZUiBq5rSc Bothsides: ◼ The 4 Point Score guide - https://go.bothsides.au/score ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ The podcast - https://www.instagram.com/bothsides_podcast/ ◼ Bothsides Buyers Agency - https://www.instagram.com/bothsidesbuyersagency/ ◼ Listen on Spotify - https://open.spotify.com/show/3wNWmFad9vzMqAwHfNaNzT General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.

Every business coach says you fall to the level of your systems. Graeme Holm runs a 200 person business and says he does not run to systems at all, has no routine, and has tried three CEOs who all failed. His alternative is a general manager with skin in the game. Graeme Holm is the founder of Infinity Group, one of Australia's largest independent finance broking businesses. This is his third appearance on the show. What you will learn: - Why he says hiring an incentivised general manager beats hiring a business coach, and the test he applies to any coach - The operating expense buffer he asks every business owner about, and how few can answer - Why he deliberately outsources accounting, legal and financial planning rather than bringing them in house - Why three attempts at handing over the CEO role never worked in a private company - The forecast that his industry would fall 30 to 50 percent, and what his business did instead Chapters 00:00 Making the money does not make the problems go away 01:11 Running a 200 person business without systems 05:09 A theme park closed privately, and what the party is actually for 06:41 The couple who would not sell it back for what they paid plus a dollar 10:15 When to step back, and the risk of holding on too long 13:27 Three CEOs, and why none of them worked 16:43 What five years of a real partnership actually looks like 20:05 If the partnership fails, half of that is yours 23:16 Hire an incentivised general manager instead of a business coach 26:36 Who is smarter, you or the donkey 29:38 Why money is more taboo at a barbecue than health 33:15 The claim from the stage that started the partnership 36:41 Two jobs, sixty hour weeks, and the toasted sandwich 40:22 The Art of Thinking Clearly, and the chapter he rereads 43:42 A forecast of a 30 to 50 percent fall, and what happened instead 46:56 Partnering with people already on the ground 50:12 Fee for service instead of commission 53:17 Forty eight states, and the two he will not touch 56:30 Phase one in America, and dying wondering 1:00:31 Nine people in accounts, and software that could not keep up One idea a week from these conversations, written up properly and sent to your inbox. Join the community at https://bothsides.au Follow Graeme Holm: Instagram - https://www.instagram.com/graeme_holm/ Infinity Group - https://www.instagram.com/infinitygroupau/ Related episodes: The Australian Dream Is Dead - https://youtu.be/KhAo3_roxkI Australia Is At Breaking Point - https://youtu.be/mx9sOxgjong Every Australian Needs To See THIS - https://youtu.be/XICs0jKPDfc Bothsides: ◼ The 4 Point Score guide - https://go.bothsides.au/score ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast

Graeme Holm's figure: borrow 500,000 over 30 years and you pay back around 1.1 million. Stretch the term to 40 or 50 years and he puts it closer to 1.4. He calls that generational debt, and it is why he is now looking at America. Graeme Holm is the founder of Infinity Group and has spent 25 years in Australian lending. What you will learn: - What he says a 40 or 50 year mortgage costs a family over its life, in dollars - Why he moved his kids' savings into the offset, and how earning 6 percent by not paying it beats 3 percent taxed - How white label lending products work, and why volume let him build four of his own - The questions he asks about a region before investing: industry, healthcare, education, sport - Why most people lack the emotional patience the investment period actually requires Chapters 00:00 Four big banks, and who owns what underneath them 10:12 Hampers, flowers, and the client who was made redundant 18:45 The A Current Affair story, and why good news does not run 23:27 Whether the people who make money end up giving more 29:39 The offset accounts 600,000 families were never linked to 34:18 Nobody calculates interest daily, and what a statement hides 39:21 Cars owned outright, redraw, and restructuring around it 44:53 Live examples: commercial buildings, redraws and offsets 49:45 Thirty properties, or one very large tenant 54:44 Why rentvesting breaks if you cannot wait seven to ten years 59:31 Why he never closes a loan he has paid off 1:05:19 Where a 100 percent return actually comes from 1:10:05 Gladstone, mining, and the risk in a single industry town 1:15:09 Being prepared to be hated Serviceability is the thing that decides whether you get to buy more than twice. It is covered in full in our guide, alongside the four points we score every purchase against: https://go.bothsides.au/score Follow Graeme Holm: Instagram - https://www.instagram.com/graeme_holm/ Infinity Group - https://www.instagram.com/infinitygroupau/ Related episodes: The Australian Dream Is Dead - https://youtu.be/KhAo3_roxkI Every Australian Needs To See THIS - https://youtu.be/XICs0jKPDfc How to Escape Poverty and Build Wealth - https://youtu.be/rsZUiBq5rSc Bothsides: ◼ The 4 Point Score guide - https://go.bothsides.au/score ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ The podcast - https://www.instagram.com/bothsides_podcast/ ◼ Bothsides Buyers Agency - https://www.instagram.com/bothsidesbuyersagency/ ◼ Listen on Spotify - https://open.spotify.com/show/3wNWmFad9vzMqAwHfNaNzT General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.

Graeme Holm bought his first home at 21 on a 97 percent loan with no lenders mortgage insurance, because he worked at the bank. He sold it two years later for ten thousand dollars more, and it went on to be worth several times that. He calls it the most expensive lesson he ever had. Graeme Holm is the founder of Infinity Group. He grew up in housing commission in Wollongong, raised by a single mother, and went from bank customer service representative to running three branches before leaving to start his own business. What you will learn: - The career path from customer service representative to bank branch manager, and what each step actually taught him about money - Why he argues fear is simply not having enough information, and what to do about it first - How the Division 7A loan trap works, and why he says the smartest way to take money out of a business is to pay the tax - Why he will not buy in Sydney or Western Australia, and the supply argument behind it - The cross securitisation mistake he says almost every upgrading family makes Chapters 00:00 Told he would amount to nothing 03:57 Housing commission in Wollongong, and a childhood he will not soften 08:00 Soccer at nine, and the community that fed him 12:36 What he would tell his eighteen year old self 17:45 How to find people worth listening to when there are none around you 21:56 Playing full out at a seminar he did not want to attend 26:20 From customer service rep to running three branches 29:48 Fear is just not having enough information 33:26 Owning the ego, and the one bad marriage 36:59 What the fuel changes to once you are safe 40:34 The Division 7A trap, and why paying tax is the cheap option 44:21 What is actually in the portfolio 49:22 Two commercial properties, and why he is wary of the rest 52:59 Buying the building the business sits in 58:01 The rentvestors selling at a loss inside 24 months 1:01:27 Selling five a year, and the half that carries no tax 1:05:30 Cross securitisation, and the house people will not let go of 1:09:29 Teaching kids to give, and the Wishing Tree 1:14:31 Do more, give more 1:18:21 What he would ask the audience to go and do How you buy is the part we can help with. The four points we score every purchase against, with eight real deals scored against them, including two we walked away from: https://go.bothsides.au/score Follow Graeme Holm: Instagram - https://www.instagram.com/graeme_holm/ Infinity Group - https://www.instagram.com/infinitygroupau/ Related episodes: The Australian Dream Is Dead - https://youtu.be/KhAo3_roxkI How to Escape Poverty and Build Wealth - https://youtu.be/rsZUiBq5rSc Every Australian Needs To See THIS - https://youtu.be/XICs0jKPDfc Bothsides: ◼ The weekly email - https://bothsides.au ◼ Dan - https://www.instagram.com/daniel_beardall/ ◼ Watch on YouTube - https://www.youtube.com/@bothsidespodcast General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.