Beyond the Signboard with Amy Bennett
Welcome to Beyond the Signboard; where you get the opportunity to learn all there is to know about your real estate journey from professionals who are passionate about property.
Beyond the Signboard with Amy Bennett
The Untold Stories of Real Estate Success with Century 21's Grant Smith
When you think of real estate, do you picture a cutthroat world of relentless competition? Grant Smith from Century 21, Grant Smith Property, joins me, Amy Bennett, to shatter that illusion with tales of camaraderie and the underlying humanity powering the industry. Our conversation takes a deep dive into the unexpected by highlighting how emotional intelligence and expectation management are the true drivers behind successful property deals. Grant's journey from a young property enthusiast to a real estate powerhouse reveals an industry revolutionized by technology, yet fundamentally anchored in service, communication, and reputation.
Navigating the dynamic landscape of real estate requires more than just market knowledge; it's about authenticity and the resonating mantra, "your vibe attracts your tribe." Grant and I stroll down memory lane, sharing the early career moves that shaped our paths and the value of facing stereotypes head-on. From our first jobs to the nuances of building a robust, referral-driven business, we underscore the importance of staying true to oneself and the instrumental role of family and aligned team values in crafting a client-centric experience.
Away from the hustle of property transactions, life brims with passions that intertwine with our professional lives. Our shared wanderlust takes center stage as we recount tales of travel, from the enchanting streets of Lake Como to the neon-lit Las Vegas strip, punctuated by a serendipitous birthday encounter with Celine Dion. And as life isn't just about the places we visit, we also toast to the everyday connective moments over good food and wine, revealing how our community and charitable involvement infuse deeper meaning into our work. Tune in to Beyond the Signboard for a heartwarming episode that weaves together the tapestry of real estate expertise, life's simple joys, and the impact we make along the way.
Welcome to Beyond the Signboard, where you get the opportunity to learn all there is to know about your real estate journey from professionals who are passionate about property. I'm Amy Bennett, your host, and I look forward to providing you with education, inspiration and a behind-the-scenes look at the world of real estate. All right, well, welcome Mr Grant Smith from Century 21,. Grant Smith Property.
Speaker 2:Thanks for having me.
Speaker 1:Amy, oh, I am so excited this is. We just said it's like catching up over the coffee table with a vodka. Instead we're at the office, but so good to catch up. You're a very dear friend to both myself and Daniel. You're an inspiration in our industry and I'm so excited you said yes to coming along.
Speaker 2:Absolutely. It's nice to sit around the table as friends and have a chat about what the industry is really like and share some success stories between us as friends.
Speaker 1:Yeah, look, we have always said and I think what's really important is, it doesn't sort of matter what business we're in. You know, we always say to each other every time we catch up that there's plenty of business for everyone. You know, we both really believe in enhancing the industry's reputation and providing good service. I think you definitely agree with that.
Speaker 2:Absolutely. I think there's definitely that misconception that real estate agents all fight and bicker between each other. But there's some real, genuine friendships between real estate agents and you don't even necessarily have to be under the same banner. But I think those friendships stem from knowing each other and what you're going through, because it is a very fascinating industry.
Speaker 1:It is, and you know it's really interesting because you know and this is hence the name Beyond the Signboard because there's so much that happens, isn't there in a transaction that you can't share, that is private, confidential, tough, and you know we will sort of delve into the depths of real estate. But yeah it's certainly a commonality that you know what each other are going through.
Speaker 2:That's exactly right. I think the physical attributes of real estate aren't too extensive with hammering in a signboard, but it's definitely the emotional rollercoaster that you follow with all of your clients, your colleagues. There's a lot involved mentally in real estate and I think that's probably something that people don't realise behind the doors or behind the signboard.
Speaker 1:Yeah, that's so true and I think you know we sort of had a chat off air before. You know you said and this is what I love is that people really is the core focus of what we do and it's what you love doing and being with your clients, being front and centre at listing presentations during the process, but really helping them.
Speaker 2:That's exactly right, and I think the biggest thing in real estate is people mistake our industry for being a sales business and in my opinion of real estate, the salespeople make the worst real estate agents because we're not about selling.
Speaker 1:Yes.
Speaker 2:Yes, you've got to be the ability to market yourself, but it's professional negotiators, it's professional marketers, it's managing expectations, it's managing some people's egos, it's managing people's, you know, financial stress, relationships, and I think that all married up and dovetailed together is quite a sensitive and delicate situation to be in. Our role isn't necessarily to just sell a home, yes, but it's to navigate the emotions that are on that journey with those that are buying and selling.
Speaker 1:It's so true and I say that so often because you know there's not many people you'd give the keys to your home to and I always take that as such a trusted gift from my clients. But again, like you say, with that comes a lot of responsibility. There's also a lot of emotions to navigate. My background was in community pharmacy and used to say the same thing. You know it's solution based selling. So you're certainly selling, but it's helping people with an outcome.
Speaker 1:So I think that's really important and there's so many elements you know to an agent as well, we don't have a product that we sell. You know first of all we have to source that. So there's many different hats we must wear and I guess that's why you know a lot of successful real estate agents have a team. That's why you know a lot of successful real estate agents have a team. If you have the unique skill set, like I know you do, to be able to do all of those things, that's obviously testament to your I was just saying nearly 25 years in the industry. So let's delve back. I did say I could read your bio, but I love your story and I'd love you to share it. Let's go way back to 14-year-old Grant here on the coast. So we're both sunny coast kids not so much kids now, but grew up here, so let's chat about that first foray.
Speaker 2:Absolutely, it's been a full circle for me. My office is located 80 metres away from my primary school, so I've done the full circle. I've always had a passion for property in general. When I was 14 and in those early teens, it was actually architecture that drew me to property and I'd jump on my bike and ride around the suburbs and look at any open homes I could.
Speaker 2:This is pre-telephones, pre-realestatecomau. It was riding down to the local corner shop, picking up the Sunshine Coast daily and circling all of the houses that I wanted to go see, and from that it developed over years. This is pre-RP data or online information services, where I was at the age of 13 or 14 on my bike, arriving at open homes to local agents saying, grant, what do you think this is worth? Because I'd been through more doors than the local agents but they didn't have the technology that was up to date of what had sold. So it's amazing to see just how much technology has evolved and simplified our industry. But I think the core of real estate is still communication, service and reputation, and no matter what comes through our doors to make our lives easier, more efficient, more relatable. Those core values of what real estate's about have never changed.
Speaker 1:And I think that's something that's so evident. It's that back to basics, isn't it? It's just being there as a human being. I don't want to jump ahead, but I know that is really important for you is all of those extra 1% things. And never losing sight of that, and I think, without having the journey you have had, which is, you know, like you said, picking up the Sunshine Coast daily, did you have to sort of work out the proximity? Did you work out a run of where you were going?
Speaker 2:I did, and it would usually be probably a five kilometre radius of home on my bike with my helmet, riding around checking everything out, racing from one to another. Yeah, and then it was when I was 14, on the landline.
Speaker 1:Yes, mum had a phone call. I know what that is.
Speaker 2:Mum had a call from our local agent, thinking that he was going to complain that I had been riding through their open homes because a few agents, you know, didn't quite know what I was all about. But others picked up that it was just simply passion, and one particular agent that mum thought was going to complain actually said look, you know, your son's welcome at any one of my open homes. He's got knowledge in the area and fundamentally it was that business that I started in as a school-based trainee when I was 14 in real estate.
Speaker 1:Yeah, it's amazing. I just find that so fascinating, and what a gift to know at such a young age what you wanted to do. You know we're going to chat a little bit later about what else you would have done. We did discover that we had one other job that we'd both done as well, so share about your nine months at the plaza.
Speaker 2:Yes, my nine months at the plaza with Rabbit Photo.
Speaker 1:Yeah. So what did you say? You were a rabbit-eer.
Speaker 2:A rabbit-eer is what we used to be called. I love it, and I did that while I was at high school. It was my first casual job prior to getting into real estate, so a bit of an obsolete job for us oldies now. Amy.
Speaker 1:I was just thinking, for those that are listening, that you know. It's just funny, isn't it, when people don't even know what a CD player is or a cassette, and we're both still young. But so, yeah, grant was working at a photo processing lab where they would actually process the photos, and my first role was in pharmacy and I used to run the photographics counter. I mentioned to Grant before that we would just put the film roll into an envelope, send it off to Brisbane and it came back the next day. So I never had the pleasure of getting to see people's photos, but you mentioned that you might have had a chance to we did, and it's so fascinating now to think when you look back.
Speaker 2:We thought nothing of it at the time. But for the entire public to stand at a glass window watching people's photos get developed.
Speaker 1:Oh, it's a bit different to the doughnuts rolling over at Donut.
Speaker 2:King in the window. Do you remember that? Yeah, funny.
Speaker 1:So look, you know real estate, so 14, and then look by 21,. Is that right that you'd had your? You've got your own office that you still have now, like let's chat to how you got there, correct?
Speaker 2:So when I finished my school-based traineeship, I joined another large real estate organisation and did a two-year traineeship with that company, and just after my 18th birthday, I joined Dave and Marg Roberts who owned Century 21 at Budrum. Yes, and essentially that's where my career has been ever since.
Speaker 1:That's amazing. So did they step out of the business when you were 21? How did that?
Speaker 2:They did, which all came quite suddenly. Our goal was always look, you know, I'd get the first option to purchase the business. I didn't expect that to happen when I was 20. But subsequently we actually settled on the purchase of the business the day before my 21st birthday.
Speaker 1:That's amazing and you know, I know that you hold many awards and accolades to your name, and rightfully so, but I believe many of them around being the youngest person to be able to have taken that courageous step Like my gosh, I take my hat off to you even at, you know, I'm nearly 39. I don't know that I could even do it. I think it's just incredible and you must have had a lot of good support around you at the time.
Speaker 2:I've definitely always had good family support as well as real estate support as well. But it is fascinating just at how much the industry has changed. 20 years ago, which you know is a long time to some people and not long to others. 20 years ago which is a long time to some people and not long to others, just how I was essentially the youngest agent to be in the industry, the youngest agent in Australia to own a real estate office at the time yeah, wow.
Speaker 2:But also the objection that you had from the industry itself, saying you were simply too young to be a real estate agent and just in that 20-year period, whether you call it a pioneer of the industry, but now it's such an appealing career to younger generations. Absolutely so. That's been a massive shift.
Speaker 1:That's incredible and I think that you know that if I was to talk to anyone about you, that's very much what stands out. You know, people are always complimentary of your energy, your enthusiasm, your passion, but, I think, very much being able to overcome obstacles. You've always been really proud to be yourself. You've always had, you know, a beautiful office and I think you've always yeah, you've never, never differentiated from that and I think that's really important. But it is difficult, like I can relate, you know. You know I'm not definitely not your, you know postcard real estate agent either. So, yeah, you, you inspire people like myself to just unapologetically be yourself.
Speaker 2:I think that's so important. I suppose it's what brings us together having a chat on the podcast today, but, most importantly, what brings us together as friends as well is that you need to have a personality.
Speaker 2:No one should hide behind who they are as a person. You've just got to have an acceptance that not everybody is going to want to do business with everybody else, but you've just got to find your groove, your people. And suddenly I always say that there's agents who farm an area and in that area you could have, you know, hundreds of different personalities that may not all align with you or you with them, and vice versa is, have a farm demographic Prospect people that are your people and do business with them.
Speaker 1:Yeah, that's such great advice because you're exactly right. I think that's you know what I've always your vibe attracts your tribe and I think also, you know we speak a lot at length. We're both really fortunate to have a very strong referral-based business and I think that you know that probably would be something that people that aren't from the Sunshine Coast probably don't understand is that our community is very tight-knit. You know we, you know if you're not good at what you do, you found out. You know if you're, if you're you know reputation or you're you do the wrong thing.
Speaker 1:It's pretty quick and apparent and I think that it stands testament to you know 25, nearly 25 years that you, you know, just continue to give good service to people. You know we can't all be liked by everyone, but we don't like everybody as well. So I think it's really important, yeah, that we find an area, you're right, you know, just have your referral based and then your core area. Obviously, your office is based in Budrum, so you've got, you know, a really long standing career there. What other areas have you enjoyed selling over the years? Really longstanding career there, what other?
Speaker 2:areas have you enjoyed selling over the years? Budrum's not, even though it's a top performing suburb in Queensland. It wasn't a choice for me to sell in Budrum. I grew up in Budrum. I went to school at Budrum Mountain Primary. I was Mountain Creek State High School. So my career just simply evolved where I was fortunate enough to grow up as a family. Yeah, amazing, when you talk about sort of the support behind you, I've got my mum in my business.
Speaker 1:Yes, we love your mum. She's just an angel.
Speaker 2:She's amazing and she looks after all of our business management, me, the office.
Speaker 2:And I think that's probably one of the crux of just keeping such a strong reputation is we aren't. Even though we're a franchise business, we're very much a family-owned and operated business. On the inside We've always had quite tight staff retention, so it's not a circulation of people coming and going through the door, but also with my name on the door, so to speak, is you've got that peace of mind, of security. I've been there for 25 years and I'll be there for another 25.
Speaker 1:I know there's no getting rid of us.
Speaker 2:You've got that consistency, and I think that's what people look forward to in an agent. You don't want someone that's chopping and changing constantly, or where are they popping?
Speaker 1:up next. That's really good, yeah, really good thought process. And look, tell us about your team. We, you know we've delved a little bit into that. But you know, like you and I said, off air, you know teams grow and they swell and they reduce and you've got to find that magic, I guess that magic mix, don't you? You've got a great, you know, team but also flexibility. You know we'll delve about that.
Speaker 2:So let's chat about your team. Yes, I think having a team is probably your most vital part in success, other than your own brand and your own persona yeah it's important to have the right people behind you, because it's easy to get the business based on your name. But are people going to experience that same level of service and even matching personalities? Because if someone likes you for who you are and we're both in the same boat, neither of us are dull, boring people that you can't have someone go. Wow, we love your energy.
Speaker 2:And now I'm dealing with someone who's just sitting in the corner. So, having the right team is so important Having people that are on a similar wavelength to you similar drive, similar goals and engage with people on a similar wavelength to you similar drives, similar goals and engage with people, certainly on a similar level. Everyone's unique, but I think you've just really got to have the right people that will gel with first and foremost, you as an agent and secondly, everyone that you're dealing with within your business.
Speaker 1:Yeah, absolutely. And do you think that's a taught skill or that's just something that naturally that's just somebody's personality type, I think?
Speaker 2:personality is a natural skill. It's unfortunate that you can't train someone to have a good personality. We're definitely not.
Speaker 1:Neither of us are in the corner, people no definitely not.
Speaker 2:But I don't believe there is anything in real estate that, if you've got the right personality, like you said, the right vibe, the right attraction, there is nothing in real estate that can't be taught.
Speaker 1:If you are a genuine human being, out with good principles, doing the right thing along your journey, yeah, and I think that's so true and we both have had a really extensive apprenticeship, and let's chat about that because there is such a thought process that it is quick and easy. So you had, you know, really, we sort of both had about five years of really watching good agents. I mean, probably you didn't have the exposure to, you know, things that we do now with podcasts and YouTube and everything like that. Where did you gain your inspiration from?
Speaker 2:I think a lot of it back then was no different to business. A lot of it was face-to-face. I've never been afraid to talk to someone about hey, where have you got to, how have you done it? What have you experienced? Exactly like you and I are doing now? Yeah, amazing, a lot more face-to-face conferencing back then. But also just observing and I think the beauty of real estate is not every lesson in real estate is what you should do. There's a lot of lessons in what you shouldn't do, so true.
Speaker 2:And I think, just watching and going, hey, that's something I like, I like how that was presented to a client or how an agent said that and other things that you think, well, gee, that didn't quite fly. So that's not how I want to operate as an agent and, as you said, we've both had five years to be able to understand that.
Speaker 1:Yeah, and curate your own process. I think you know, and always learning. I mean, I picked up something amazing from my colleague, bree, on Saturday and I just sort of reflected yesterday and just said look, can you chat me through your thought process and why you did that? And it was just so inspiring to learn and I think that's the thing, isn't it. We joked and said you know, you think you know everything, and then you know there's a new scenario and no two homes are the same, no two clients are the same. You know, you would have certainly seen a lot of different scenarios, but yeah, always something new to learn.
Speaker 2:There has been and I think over the years but yeah, always something new to learn there has been and I think over the years I've been fortunate in 25 years of real estate that three months after we purchased our business and settled, they announced the GFC.
Speaker 2:So in essence we've had that opportunity to really see all markets. We had that initial GFC in 07, which did probably follow through for a good couple of years before we saw traction again. And then there's been that sort of roller coaster over those journeys and when people, as we know, over COVID, we did experience, you know, price inflation that none of us predicted and if even you and I were having a drink during COVID, we would have said prices would have crashed.
Speaker 1:Yeah, and you would have put your money on it. That's exactly right. Yeah, just a bizarre time, wasn't it?
Speaker 2:It was, and that's probably the most unique environment I've seen in any market. It wasn't considered a normal real estate market. Correct, and that's a concern, like not a concern. But certainly there's agents that have come into the industry over the past three years that have come in on complete false pretenses because, yes, we've been able to say we've had a good couple of years, but there were 22 before that. Correct, where? It was a genuine real estate market where you were working hard to get a deal together for your clients.
Speaker 1:Absolutely and multiple times. You know. But deals didn't necessarily just go through the first time, you know. I've certainly learned that from you know many people that were in, you know, actually, growing up my stepfather was an agent in a commission only world back in 1996. And I remember how tough it was. There was months there where there was no income coming in. So I'm certainly not, I know that I'm fortunate to have entered the industry in the time that I have, but I have had those years as well to sort of observe, do you? I mean it's probably the same across you know the whole industry, but certainly here on the coast you saw an inflation of people joining the industry during that sort of COVID gold mining time.
Speaker 2:Absolutely, and I think that comes back to reputation. During COVID, Everyone knew someone in real estate, but I'm sure you're experiencing it too now. Particularly rolling into this year is clients and sellers are focusing back now more so onto who's actually going to get me the best result here, correct, and not necessarily just going with the best friend that's been in real estate for 12, 18 months.
Speaker 1:Yeah, absolutely. I think it's a really it's a really interesting thing, isn't it? Because you're so right? I mean, you know even ourselves. You know we've got multiple friends and people we know that have joined the industry. But until someone's been in, you know tough market conditions, you know there's a resilience isn't there, that's born through you know those years and also just being aware that, I mean I very much am aware that the deal's not done until the deal's done, you know, and you know there are excitement levels. We said, you know the wholesale journey really is a roller coaster and there's highs and lows during it. But I think that's probably something that I've learned from people that have really, you know, done the years in the industry is that you know, just always be aware and have a plan B, c, d, e, f, maybe all the way to Z.
Speaker 2:And I think that's the beauty in real estate, and probably part of why we love it is that no day is ever the same. You don't know who you're going to meet, you don't know what results are going to come across your table. Or, more importantly, which I suppose probably doesn't get talked about often, is what fire you need to put out in the day.
Speaker 2:Yeah, and it can be an absolute bomb, whether it come to a building impasse or trying to resolute finance clauses, and these are all the things that come across our desk on a daily basis, and I don't think I've ever seen a post from any real estate agent on social media about a photo of them putting together a deal that's about to fall over on a building, and pest.
Speaker 1:There's lots of champagne and bubbles but it's not seen.
Speaker 1:No, that's exactly right, and I think, you know, I think, yeah, we were like fearful I can't even say the word failure, you know, like that's. So me, a recovering perfectionist, but you know, I think there is such a perception isn't there. And you know we're all smart enough to know that social media is the highlights reel. But I guess that's why I was so drawn to doing this podcast. Was, you know, a conversation where somebody had said, look, you make it look too easy. As real estate agents, like you know, we're all smiling. And you know we're all smiling and you know, I'm sure we don't want to share photos of, you know, the bloody, tough times, but they are there and they're there every day.
Speaker 1:And you're right, prioritisation is really important. That's been a really good lesson for me. So do the things that you can do and get them done. So you've got time available Because, like you say, a phone call comes, you know, an email comes and your whole world changes and that might be an opportunity to list something. It may be a deal that you know hasn't gone to plan, but equally so, life as well. You know, I think that's something, you know, that we so often forget as well, and that's why you and I have a really strong team behind us, both personally and professionally. Because you know no moment is guaranteed and you know life does happen and you know, unfortunately, as real estate agents, our clients do want us there 24-7, but we do need breaks and you and I both like a holiday or two.
Speaker 2:We do and I think it is so important to create that healthy work-life balance and I think I'm still refining that after 24 years.
Speaker 1:Is that because of the love and passion you have for your role?
Speaker 2:There is, and I think that, to care, you don't want to let anyone down, but it's a very fine line of not letting anyone down but, most importantly, not letting yourself down or letting yourself get into a headspace where you're not best representing yourself as a person. So I think it's so vital whether it be mini or longer, you need to have those moments where you can go. You know what? It is okay for me to just go and recharge my batteries and come back full, absolutely.
Speaker 1:Oh look, you're preaching to the converted, and it's something that you know. Both of our husbands are always on us, aren't they to? You know, spend some time with them, but also to look after ourselves, and that comes from a place of love. So has that been? That's obviously been a learnt, you know, has there been times where you've gone long stretches without you, stretches without looking after yourself?
Speaker 2:Admittedly, it's more the guilt of going away, yeah, but I've always been one to make sure that you have pre-booked U events yes, which you know. Whether it be a small mini vacation where we're going away for two, three nights, yes, or whether we're jumping on a plane and going away for two weeks. Six weeks, yeah. You've got to have those things pre-lodged into your calendar and I always like to have a minimum six months in advance of going all right.
Speaker 2:well, that's when I'm going. That's where I'm going, and I think that does keep your mind focused on why, ultimately, you're doing it for yourself, Like yes, we are working for people. Yeah, but I think the hardest thing to do in real estate that's the most vital is maintain your own self-worth and mental health.
Speaker 1:Yeah, look, I hear you. I think it's so important. You know it's a challenging industry, there's no doubt about it, and you know, like I said, the, you know resilience and, like you said, the strength that you need and to best represent. You know it's really hard to go from 0% to, you know, 100%. People want us at 110%, so it is exhausting. So it's important and I think that you know in a positive way, we love that flexibility of our roles. You know that we can get together, you know, on a Wednesday morning, and have a catch up. You know that we can get together, you know, on a Wednesday morning and have a catch-up. You know now, and we certainly put in enough hours the rest of the week as well. I think that's really important. But definitely having that support as well and you mentioned as well Offair that you also you have the conversation with your clients. You know, you let them know and your clients very much have an understanding of what they're going to get with you and then it's emulated with your team as well.
Speaker 2:And I think that's important is it's, as you said before, it's your vibe that attracts your tribe, and I think that comes back to the people that you do business with as well. Yes, I've always maintained and I say to my clients when I'm listing a property is I will never work for you, but you are engaging me to work with you as a team, to work together to get you the best result possible for your home.
Speaker 2:Yeah, I love that I think it's an industry where it is relationship-based, and if we're going to say that it's relationship-based, then it can't be employment-based either.
Speaker 1:Yeah, that's fair. Yeah, and it also is, I guess, testament to the longevity that you have with clients. You know, I know you repeat business is huge for you and referrals and that's. There's no greater compliment is there that you know somebody has been through such a huge process and undertaking. They've been really happy with the result and then happy to either engage you again or refer you, which is probably the reason you are voted the number one real estate agent on the coast through the Sunshine Coast Daily recently, which was super exciting. Congratulations.
Speaker 2:Thank you. It was certainly a surprise, because I think that was probably as an agent, one thing that humbled me the most is we all know that with social media and particularly news outlets, I did have some concern about any trolling. But, to even my own surprise, there was nothing but praise from people I'd sold for, people that had purchased obviously friends and family that are always your biggest cheer squad in the background. But I think that's probably what humbled me most is that there was nothing negative.
Speaker 1:No, it was awesome and, like I said, the industry support and respect for you is immense and that was really awesome and I know I private messaged you to congratulate you and you did share that. You were sort of worried and look, I don't know a social media post that doesn't have something. You know the grass is green. No, it's blue. So, look, it is a testament to you and you know, nearly 25 years is just phenomenal and to still have the passion and energy for you. What do you love about your role?
Speaker 2:I think the most important thing that I love is it's always been the diversity of the people that you make, the friendships that you make, the relationships, the whole process of you know, real estate is not just property, it's people as well. Yes, and I think we're very fortunate that both of us are quite extroverted and social, and that's a lot of real estate Like, yes, there's the hard work behind closed doors, the phone calls, the typing out, you know new scripts, things like that. Yeah, but ultimately we do have that flexibility to go. You know what? I need to take five and I'm going to pop down to the cafe and have a coffee with a friend. Yes, and ultimately, yes, it's networking, but it just gives that flexibility.
Speaker 1:Absolutely, and I think you know when you were just saying then about being extroverted and, like I would imagine, you were a pioneer of, you know, being on camera as well. I've seen some really cool old videos of you and you know that would have been cutting edge at the time, like what did a video look like, you know, 15 years ago?
Speaker 2:I think the interesting part of when I started in real estate is we were right on the cusp of every agent and news media outlet was pushing paper advertising. And back then it was look, we still need your four full page ads in the paper at $4,000 a week, when homes were only worth an average of $500,000. And you're asking for anywhere between five and $20,000 in marketing. Great insight To then going well, we need to spend all that money in the paper and we should probably put your house on the internet, Like maybe we just put a little feeler in that water.
Speaker 1:This thing that's just coming. Yeah, it'll never take off. It'll never take off. No one's ever going to look on the internet.
Speaker 2:Oh, far out, and it was one of the divisive things that I did and we can both agree that. You know, through our entire careers and lives, ray White's been very focused on print media and having the biggest exposure. To be at the front of the paper, yeah, and there was never an opportunity. But I saw the opportunity when I was 18, 19, that I, as Grant Smith, was never going to have 14, 15, 16 pages of ads in the paper At $5,000 a page. But we could offer an alternative and we were the first adopters in Queensland and almost used as a guinea pig with realestatecom that we virtually pulled print media all together and even back then, in day one, back in 2008-ish, when realestatecom came out. Ironically, the prices today are the same as what they were back then.
Speaker 1:But we were able to offer an alternative.
Speaker 2:So there was one stage there in Budrum where every agent was scratching their heads as people started looking at this thing called the internet on their computers. Yeah, of course that you jump online in Budrum and the first two pages were all our listings, because we went to that premium listing.
Speaker 1:And you always have, haven't you? I know that you've always understood the value for that, and we're the same as well, and you can't muck around with things like that. You've got to be, you've got to fish where the fish are, don't you? And you've got to be able to provide the opportunity for people that aren't just physically at that area.
Speaker 2:Correct and I think that's been. You know, probably one of the greatest value adds to our industry is when I first started, like I said you'd be asking for. The rule of thumb when I started was the marketing had to be 1% of the value of the property, and so, on a $500,000 home, you were expected to be asking for $5,000 in marketing.
Speaker 1:Was that paid up front? Was there a?
Speaker 2:It was always paid up front. Yeah, it's a big commitment. Cash, check or credit yeah, I love it. I love it. And now there's so many other alternatives for people selling their homes. Yeah, of course You'd many other alternatives for people selling their homes, but you'd probably agree that even on a $2 million property now you would be hard pressed spending $5,000 of someone's money to give them an awesome campaign.
Speaker 1:Yeah, that's exactly right. Yeah, Look, it's an interesting thing with the evolution of what's possible with marketing and I think that's probably a really good insight as well as you. You know, if we signed up to everything that was offered and you know, prop tech is huge. Obviously there's the latest, greatest and everything, but I think you kind of came back to, at the core, it's ultimately just do the basics right. You know, real estate is very much an a to z process. There's certainly tools to help us. Um, you know, obviously getting time back that is the most you know precious thing that we all have. But, yeah, very much not getting caught in the fluffy stuff and just really what is the key drivers to getting your client the best result? Correct?
Speaker 2:And I think in your degree, social media can be a double-edged sword for a lot of people in a lot of industries. Just because you're on there and you're being seen, is it still necessarily the best reflection of your brand? I think the reputation far outweighs the views and I think that's not isolated to real estate. I think in general you've got to have that little bit of a fear of just because eyes are looking at it and seeing it.
Speaker 2:With that next generation that's probably a couple below us us now is just because they're seeing it doesn't mean that it's a positive reflection on your business.
Speaker 1:Yeah, that's right, and I think, look, there's just so much isn't there to unpack with social media marketing and I think ultimately it comes down to really identifying who is your audience. You know I don't make any secret that my social media is very much skewed and is you know, my audience is very much my referral network. So, have I sold properties off social media? Absolutely, is that my core objective? Absolutely not. So I think you know it's. That's probably where I see people are really muddying the waters with what their messaging is. So it's not. It's not a platform for just listed, just sold. Certainly, you know they're important, but ultimately it's about an insight and, again, beyond the signboard, having a look at who are you as a person. Why would I give you the keys to my home? You know, what skills do you have? That stands you, you know, well above the rest.
Speaker 2:And I think with social media. Again, it's not coming back to the cell, but you're very similar in how we both operate on our platforms, and I think it's important to give people a story and that's what you've done to create the success of that buyer or that seller. It's not I did. I got you know. I think data and analytics are probably for us in the industry in the background.
Speaker 2:I don't think that needs to be portrayed to buyers and sellers necessarily as a litmus to your success, but the emotional journey and positivity that you created in the outcome is far more important.
Speaker 1:I think that's so true and I think you know probably that's something that's a given and I think you know you and I both would agree with that. You know, and we hear this so often you know you wouldn't ask a surgeon their credentials or anything like that. And you know, I know Tom Pannos, you know famously sort of says you know what other industry do you say we've sold this many this month and everything like that. So yeah, it's interesting. I mean, storytelling is essential to what we do. So hence why we're doing the podcast to be able to share our stories and, you know, give that insight and your people can get a bit of a glimpse of who we are as people as well. If I love this question, but if you weren't in real estate, it's hard to fathom. You know, obviously you couldn't be a rapporteur anymore.
Speaker 2:No, I think my days of developing photos are probably a little bit past us in history now.
Speaker 1:Yeah, you took the better career choice. What would you do if it wasn't what you're doing now?
Speaker 2:I've always loved design, people and property and I just have never seen myself outside those realms. As you know and we've had the help of your wonderful husband, daniel we've done a lot of renovations and projects and I love that hands-on aspect, particularly being in the industry. We are across the board of what it does cost to renovate a property.
Speaker 2:Yeah absolutely, even some of the smallest jobs that you think that need to be done, just the development of costs and having an understanding of that, and we absolutely love that aspect of real estate developing, renovating.
Speaker 1:Well, you've done some amazing makeovers as well, haven't you? And I think that you know there's no greater gift to a property than being able to see what's possible and transforming it. You know, even in your own home, you know there's nothing better, is there? I mean, we both have very pink aspects of our house.
Speaker 2:We do. We share that in common.
Speaker 1:Which is awesome. And look, look, your home really is your sanctuary.
Speaker 2:You have your beautiful husband, jeff, and your two puppy dogs at home we do, and I think that's very much where home is, where the heart is. For the better part of 15 years, we were buying, selling, renovating every couple of years and I think now that we're married, yeah, I think we've really sort of found our place where we're just happy, and that's home, is where the heart is.
Speaker 1:It is and you know you're the same. You've got that sanctuary where it's your space and I'd love to see you enjoy that and share. I wanted to ask you what myth or misconception or the greatest myth or misconception you believe about our industry, or the greatest myth or misconception you believe about our industry?
Speaker 2:I think the greatest myth and misconception is the reality of it and that is that there is such a push and look. You know, stepping slightly aside, I you know I disagree with the.
Speaker 2:REIQ promoting that you can be a real estate agent in five days that's our governing body saying.
Speaker 2:You can have a license and run around after five days with us on a course that you can't fail.
Speaker 2:Yeah, it's interesting that there's not been enough focus to the consumer that absolutely anybody on this planet can be a real estate agent and cannot fail, but that the value isn't put on the experiences of the years within the industry and what that individual's done themselves to further their career, enhance their career career. Enhance their career. And, as you would know, we were talking about it just off air is we've come back to a market where everything doesn't just slide across your desk and slide back into the sold section. There are things that you need to navigate in between and some of those conversations over a building and pest renegotiation and extension of a finance clause those things take, you know, sometimes a little bit of a harder conversation, but it's having the tools, the knowledge and those years of experience to be able to navigate people through it to make sure that they make their right decisions. And an agent who's only been in the industry for 12 months and not been confronted with those challenges may not have the tools in their toolbox to be able to navigate you through that Correct.
Speaker 1:Confidently as well. I think that's you know, when you're dealing with two different. You know personalities, two parties. You know bringing that together. You know it is a really skillful dance, isn't it?
Speaker 1:I think that's a really good you know myth, and I think maybe people aren't aware that it is. It can be as simple as doing a course and that's it, you've got your certificate and you're off. It is quite terrifying and there probably, I would suggest, be not many other industries that are like that. So I think that's a really good warning sign, or perhaps something for people to be diligent. And you know there's no surprises that our industry is not highly regarded, of which we, you know, continue to try and you know increase people's. You know understanding of what we do different and we can't be held responsible for everybody. You know, obviously we play a big part in what we do ourselves, but I definitely think you know that ability for people to be able to access and hit the ground running, hit the phones, have somebody's keys it's just a very careful decision that the property owner really needs to make.
Speaker 2:That's exactly right and I think for the vast majority most people are quite educated in their decisions of an agent. But I don't think I could strengthen enough the value of doing your research on years in the industry. How many properties has that agent sold?
Speaker 2:Take a glance at their social media presence take a glance at their profiles of what's sold, read legitimate reviews and do that little bit of background research, because you're going to, as a seller, get a far better understanding of what others are saying, doing and how your property is going to look, based on you selecting that agent to be within their portfolio of properties for sale.
Speaker 1:Absolutely, and we, you know digital interview is so important and that's a huge evolution. You know we were just chatting about that off air, about you know, if you're going up against four other agents. You know it's kind of an antiquated thing that someone would say, look, you know, if you're going up against four other agents, you know it's kind of an antiquated thing that someone would say, look, you know, grant, we've got you at 10, we've got Amy at 11, we've got X at 12. And you know you have that awkward where you're leaving as they're coming in.
Speaker 1:Most people are doing their own research online, and so I think that's a really vital step, like you said, that, making sure that your information is accurate. I know you've always been really renowned for having a huge volume of testimonials online. You can't fake those. They are genuine buyers and sellers that you've transacted with, and there's no greater gift of good service is somebody thanking you and taking the time to articulate that process. So you can't get away from that. If you're a brand new agent and you've got nothing in the sold section, nothing in the for sale section, no reviews, like it's bloody tough, isn't it to get from there to, you know, a listing.
Speaker 2:It is, and I think that's so vital is taking into consideration a lot of those reviews. We always laugh about it saying, in real estate, if you took an agent from every single office, I am yet in our community of the Sunshine Coast to meet the number two agent on the Sunshine Coast, because they're all number one, that's right.
Speaker 1:Absolutely Never let the truth get in the way of a good story. Hey, we're all number one in somebody's eyes, exactly. I love there's an agent that has a billboard on the coast that says like number one agent and then in brackets buy my kids or something like that, yes, yes, oh look, but you definitely have.
Speaker 1:You know, like I couldn't count how many times you've been number one at many different things, but, as I say, first and foremost, as a great person, and that's why, you know, I was so excited for you to come through. So let's put real estate aside and get to know you a little bit more. We would love to know your dream holiday destination.
Speaker 2:I think that travel's always been a passion of mine. Yes, so there's always another dream and something else to add onto the bucket list, but we've always enjoyed our travels in the States.
Speaker 1:Yeah, did you say 11 times in 11 times in 11 years. Yeah, that's, epic.
Speaker 2:I'm sure a lot of you would know, but some may not my draw card was always to Las Vegas to see Celine Dion Amazing. So that was always my draw card to the States.
Speaker 1:How many times have you seen her 40.
Speaker 2:40? I didn't know that. 40 times yes.
Speaker 1:Hey, nearly one for every year, and you've had the opportunity to meet her.
Speaker 2:I did. I met Celine for my 30th birthday.
Speaker 1:Amazing Favourite song.
Speaker 2:Would definitely be well if it came to karaoke, it would be. It's All Coming Back to Me Now, but otherwise it's. The Power of Love.
Speaker 1:Yes, and you know I've never told you this, but that was my first album that I ever bought was the Celine.
Speaker 2:Dion, oh my goodness.
Speaker 1:Was it the? Because you Loved Me? Well, you'd know what album.
Speaker 2:Falling Into you. Yes, yes.
Speaker 1:Yeah, it was my first CD and, gosh, I only had one, so I just had that on rotation. Yeah, no, I knew that, but I didn't know 40 times has she been to Australia?
Speaker 2:She has. Yes, I've seen her a couple of times in Australia as well, awesome. I guess that's of who we are as people, amy. We're very passionate about what we love.
Speaker 1:We love. Yes, Well, I'm very much known to go halfway across the world for a music festival as well. You enjoy Europe as well.
Speaker 2:We do. Europe's always been one of our favourite places to travel. Yeah, I suppose, rather than dream destination in the future, it would be almost dream destination in the past. We were fortunate enough to get married in Lake Como last year. Amazing the past. We were fortunate enough to get married in Lake Como last year. Amazing, which was a beautiful setting, a couple of doors up from Uncle George's house. I love that. I asked that already.
Speaker 2:Yeah, but that would have been my dream destination. That was always my goal, before Jeff and I even met, was to get married in Lake Como, arrive by the Reaver boat. So we painted our own fairy tale that day.
Speaker 1:Well, you deserve it and you know you are a beautiful, you know match made in heaven and gosh, we couldn't do this without an incredible support and, like you said, you know, with your beautiful mum and now Jeff by your side. So obviously that was. I was going to ask what your best day of your life is. I think you've already told us.
Speaker 2:We've summed that up, I think.
Speaker 1:It was definitely.
Speaker 2:My wedding already told us. We've summed that up, I think it was definitely my wedding, but every day you've got to enjoy in life, absolutely, you know. There's always the memories that remind you of how good our life is. Yeah, and there's always those future memories that keep pushing you to keep being the best version of yourself, because you and I both have such amazing memories still to create.
Speaker 1:Yeah, absolutely, and what a gift in an industry that just keeps giving back and, you know, will continue to evolve and change. And who knows, you know us in 20 years what that looks like and how much the industry will change. That's really exciting. But I think at the core, like you said, you know when people's your focus doing the right thing, what's your favourite meal and drink to enjoy?
Speaker 2:I've always been a sucker for Italian. I think you know a nice Italian meal with a glass of red wine. Yeah, perfect combination To me food, is it's relationship based, I think. A beautiful meal with someone that you love, close friends. It doesn't matter what you're having, but it's that moment in quality time of actually sitting down to smell the roses, so to speak and enjoy a meal with friends and family.
Speaker 1:Yeah, it's a real connection point, isn't?
Speaker 2:it, it is.
Speaker 1:Yeah, and so I know you do love to host at home as well. You know we've been fortunate to have beautiful dinners at your place. Favourite restaurant on the coast.
Speaker 2:There's just so many on the Sunshine Coast. We sort of bounce between. I think, well, market Bistro is always a go-to. We're there for dinner this evening, beautiful, but there's so many local businesses that we support on a regular basis, right down to you know great coffee, yes. Shout out to North. Awesome Coffee in North Budrum. Yes, they're your faves, they're fantastic, yeah, awesome but.
Speaker 2:I think that's something that you know we're always very mindful of. We do try to support local when we come to all of our like. We use our local butcher, yes, we use our local Fenwick's the grocer. Yeah, we try and buy all of our produce and even if it comes to a shop, you know we both far prefer to go to say a Ross's IGA, white's IGA.
Speaker 1:Yeah, we love.
Speaker 2:Ross, because I think that's so important in a community that supports us Absolutely. Is to make our little world on the Sunshine Coast go around, we need to be supporting each other, and that can be the smallest of things.
Speaker 1:Absolutely, and I think you know we're a real mecca of small business here and I know that from my time with the chamber of commerce. Um, community is so important to both you and I. Um, and giving back to the community, um, I was literally having a look on your bio with all of the amazing organizations you've supported and let's let's chat about that a bit. But you know it's funny. I just introduced you to our team and they remember you emceeing. You know Steps Winter Ball. You know you never hesitate to put your hand up for you know. Auction Celebrity, auction no.
Speaker 1:Charity auction, celebrity, that's all right, we can auction some celebrities but also Sunshine Coast Animal Refuge. So Scars is, you know, I know that's a really special place for both of us but you know you've got a really special relationship with them.
Speaker 2:It is SCARS has always been. It's a non-for-profit local organisation that have been running for over 40 years and they rehome cats and dogs, which I think you know. They've both got special places in our hearts. Amy and I are both avid dog lovers. Yes, and I think what they've created for the community on the Sunshine Coast being particularly non-for-profit, it's genuinely done out of the love and hearts of volunteers and the community support, and over the last two years we've been quite proud to be involved in the development of 20 new shelters.
Speaker 1:It's incredible, yeah, amazing We've raised funds for those shelters.
Speaker 2:I mean, who better to ask than to sponsor dog pens, than a real estate agent? It's just like selling houses, but with a little bit of a guilt trip to convince you to support such a good cause, don't you?
Speaker 1:want them all to be empty, though that's the hardest thing and you do a beautiful.
Speaker 1:there's a beautiful luncheon. I know in Budgeram that you support every year for them as well. But yeah, look, scars is a really special place. I know, you know, gosh, over the years, the dogs that we've rescued from there and dogs that I've lost, and then we take the blankets and toys and everything there. They really are just at that grassroots level, positioned right next to the pound and really committing to save all of the animals that they can. They also do some great work with our homeless community. So helping vet bills for those people that are doing it tough, they know that companionship is really important. Other charities that are special to you We've always had good support of charity.
Speaker 2:For the last 22 years, if not longer, yeah, we've supported the Budram Ladies Bowls Club.
Speaker 1:Yeah, that's right. Yes, that's beautiful. I love that.
Speaker 2:And you know it is bowls.
Speaker 1:Yes, and there is still a segregation between the men's and women's.
Speaker 2:Beautiful, I love that, and you know it is bowls and there is still a segregation between the men's and women's bowls, so we've always looked after the ladies.
Speaker 1:I love that. That's beautiful, and I did want to also mention your Letters to Santa. Program is always something that always stands out to me that you know kiddies can drop off their Letter to Santa and it miraculously gets to them. Yes, and I think could both agree that Christmas is one of our favourite times of year.
Speaker 2:We love a celebration and there's no doubt we both do it over the top, so always growing up as a kid and even as an adult. Christmas is such a wonderful time of year. And to spread love and just that little bit of excitement. Each year we do have our Santa box that we put out.
Speaker 1:Yeah.
Speaker 2:And children are able to ride into Santa and we have responses sent back to their parents.
Speaker 1:So it's all those little things. It is which brings me to our last question. I don't want it to end. We could literally talk forever, but you and I probably have our phones going nuts in the background. What's your favourite quote or saying?
Speaker 2:I would say that there's not much traffic on the extra mile.
Speaker 1:It doesn't take much to change your gear and just do that little bit more than everyone else. Yeah, look what a beautiful closing sentence so encapsulates who you are. As you alluded to, you are a pioneer of our industry. You're absolutely so well respected and loved in our industry, but also as a friend, and I am so excited to see what the future has for us both.
Speaker 2:Thanks, Amy Always a pleasure.
Speaker 1:Oh, amazing. Thank you for listening to this episode of Beyond the Signboard. We trust you enjoyed it as much as we enjoyed making it for you. If there are any topics you want covered in the future, make sure you reach out and let us know. Also, feedback and suggestions are appreciated almost as much as like shares and downloads.