Show Notes
Michael Clarke once flew to the Gold Coast to do a listing presentation at the airport, for a Freshwater house he says was worth about $800,000. He got it. He also says he was making 400 to 450 cold calls a week off an RP Data printout while an agent leaving the industry had already handed him a book with 400 warm names in it.
Michael Clarke runs Clarke and Humel on Sydney's Northern Beaches with his wife Cherie, a former architect and project manager. This is his second appearance on the show.
What you will learn:
- Why he disagrees with "if you're good enough, you're old enough", and what a prestige vendor actually asks that a $1.5 million vendor never does - Exactly what he would do if he lost everything tomorrow and had to start again, including the weekly contact number - Why he has almost no social media while ranked second in the country, and the line he uses about earning jealousy - Why he will not hire an agent into a patch on top of one of his own, and what that told him about the agencies courting him - How he chooses a patch, and why it is about who lives there as much as where it is
Chapters 00:00 The office, and the architect behind it 02:59 Convincing his wife to leave architecture 04:33 The open home where she told him he sounded like a fool 07:32 The book of 400 names he did not use 10:30 How a patch actually gets chosen 11:58 Why he will not parachute a hire over an existing agent 14:57 Why "good enough is old enough" is the wrong idea 18:03 There is no need to rush it 19:32 The listing presentation he did at the Gold Coast airport 24:08 Playing a long game on genuine conversations 27:07 Why prestige sales stay behind closed doors 33:04 One hundred and fifty contacts a week, and who they should be 34:32 Sizing a patch so an agent can grow into it 39:06 Deferring to her on anything strategic 42:03 Whether the problems come home 45:02 The deal that fell apart over 72 hours 49:37 Enough catastrophe by ten to be clinically depressed 54:16 A HECS debt and a maxed out credit card 1:00:14 The reading list, a year on 1:06:17 Couples who play together, stay together
Michael Clarke makes 400 calls a week that keep paying years later. Property should work the same way.
Most properties only make money if the market does. The ones that pay for themselves from the day you settle are bought differently, and it comes down to four points.
Get the free guide: https://go.bothsides.au/score
Bothsides: ◼️ The weekly email - https://bothsides.au ◼️ Bothsides Buyers Agency - https://www.bothsidesbuyersagency.com.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.
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