00:00:00: You're sat there, you'll bust in your gut all the time making them more money but yourself on fifty or fifty-five percent because you are scared to go somewhere else.

00:00:11: And nobody moved to Dubai to play it safe.

00:00:16: I want then really sit and reflect and think i'm worth more than that cause'you are

00:00:26: Poppy.

00:00:26: how were you?

00:00:27: I am good!

00:00:27: Are you?

00:00:28: Fantastic.

00:00:30: Last week we had Neil here.

00:00:31: It was his first time doing a podcast Not just the first time in a podcast with me, but it's my first time ever.

00:00:36: This is your first podcast as well?

00:00:38: Yeah We're very lucky getting all the exclusives.

00:00:43: You have been at White & Co In few different positions But right now After years and years of First of All Unbelievable Effort Service Leveling up Now The Director Of Performance And Sales Which essentially means making sure that everyone makes money.

00:01:00: Yeah

00:01:01: a lot of fun

00:01:02: is

00:01:03: and how's it been?

00:01:05: Good like I think because I started in the business when we were much smaller, I've grown with the business so Started in training then was a leasing director Then sales director And then you saw my efforts for their sales team and thought right what can We do next?

00:01:23: So i love My job but You know How Much i Love My Job.

00:01:28: It requires a lot of effort, but seeing the rewards of it is just like...it's completely unmatched.

00:01:35: See when you say even that they're confident enough to go.

00:01:38: You know I love my job and do And i feel across all the sales directors in business.

00:01:43: if im honest Do you feel that?

00:01:46: When you look at other Directors because I feel that But then again Im CEO They have to pretend to me that they liked their jobs.

00:01:57: Yeah, and I think that we work very well because we all have the same work ethic.

00:02:02: And I think many businesses you don't get many people but they all work at the same level.

00:02:08: You know some might shy away it stuff.

00:02:10: No We work a hundred percent.

00:02:11: And I know if i'm busy or am away.

00:02:14: Candice Rob and Neil Have my team.

00:02:16: They Know what?

00:02:17: They're doing on their switch on there ready to go and yeah That's why we do so.

00:02:21: Well

00:02:21: amazing guess.

00:02:23: first question for you then is how Do we operate differently to other brokerages.

00:02:29: I was actually thinking about this the other day, so if you look at other businesses and even governments right?

00:02:36: You have your executive level leadership level.

00:02:57: it's affecting ninety percent of the workforce that don't operate like they do in their lives.

00:03:03: So you find there is a real disparity.

00:03:06: and thats one thing, when you set up this business You always said its about the brokers.

00:03:11: so every decision we make We think about the broker And The impact of what our decisions would be on them.

00:03:20: And employees too, right?

00:03:22: So even like the Christmas party we have a Christmas Party December.

00:03:26: then we break up for two weeks come back in January and We try and communicate that date for that Christmas party The earliest week and I'm not talking like October November.

00:03:39: We're probably gonna get it out soon.

00:03:40: Yeah, and the reason for that is because we could just jump on a flight Right pay whatever we need to go ever wherever we need.

00:03:50: But other brokers are not in that position.

00:03:53: So actually, then booking the flight on October and November probably is too costly for them.

00:03:59: so thats how we think about what it's going to be if our company makes a wrong decision.

00:04:06: I really think we're broker centric.

00:04:10: We all work incredibly hard compared to the brokers.

00:04:16: Yeah, yeah so that they know like sometimes even my guys have been with me since the start will go.

00:04:21: I'm sorry to bother you.

00:04:22: You'll never be sorry!

00:04:23: You're never bothering

00:04:24: me!

00:04:24: One of our biggest bugbears we would sit in and eat at lunch because We all ate or lunched on a desk when eating lunch In office And then going Sorry for having your lunch Stop saying sorry Come in ask questions Like what do think?

00:04:36: I can't answer question cause i am eating salad.

00:04:38: Come one let's get on with it.

00:04:39: What d'you thing?

00:04:40: im gonna take an hour out trying help make money?

00:04:42: No no come back in an hour.

00:04:43: Im havin my lunch.

00:04:44: Yeah and if I needed time, i'd go to Waitrose.

00:04:47: Or

00:04:48: your favourite one?

00:04:48: That's it in my car!

00:04:49: Yes so we can't like... We just don't operate like that.

00:04:54: And you know the biggest thing for us is we just care about people.

00:04:59: We make decisions based off.

00:05:01: You know The best thing for the broker and I think thats how were are So different from everybody else.

00:05:06: If didn't care It would soon be shown.

00:05:09: Many brokers at many brokerages know that the management and higher-ups, they don't care.

00:05:16: Whereas I think in our company if you've been there over a year now part of your ecosystem You know we care.

00:05:24: Don't get it wrong.

00:05:24: people need to be more attentional People need less.

00:05:27: That's how business runs but no one is sitting going.

00:05:29: We do not care about money at all.

00:05:31: Like genuinely this is not throw shit on wall.

00:05:34: This means every single person needs to make livable money.

00:05:38: There are always going to be people that make less, but we want more.

00:05:41: But if you're a white and cold, then everything can get there

00:05:44: for us!

00:05:44: I'll wake up at two or three in the morning thinking about people... ...and some conversations where they move their entire lives based off what recruitment tells them.

00:05:55: So I wanted it exactly like Jodie and Daisy have said about business.

00:06:02: Yeah, we just really have to think about and I think real estate is a harsh industry not even in Dubai like in general.

00:06:07: if you look at America You look at London.

00:06:10: It's like We don't have to make it harsh for the brokers internally right?

00:06:13: We'll try and make it as easy As for them as possible.

00:06:15: they're

00:06:15: already getting ghosted.

00:06:18: They've got every stress under the Sun.

00:06:22: What message would you give to experienced brokers in the market who are capable of more and should be part of our team?

00:06:37: I feel quite passionately about this one.

00:06:39: You're very passionate... Oh

00:06:39: yeah, I am!

00:06:42: I'm trying not to move my arms too much because normally i'm like that but.. ..I remember when I was a broker And I became a senior consultant at The Christmas Awards And there was three of us.

00:06:54: We went up and we got our awards, then I was buzzing!

00:06:57: Remember thinking you know what?

00:06:58: I worked really hard that year... ...I didn't take any holidays like I was committed to the job.

00:07:04: Then she said oh darling that's amazing What do you get for

00:07:08: that?!

00:07:10: When my targets increased She thought okay did you get more money than...?

00:07:15: She kind of didn't know how it properly works.

00:07:21: Oh, how is it a promotion?

00:07:23: And I thought oh you're right and i really had one of those moments.

00:07:26: You went out your sales.

00:07:27: really

00:07:27: yeah!

00:07:27: Yeah...I though..you are completely right.

00:07:30: the pressure now has increased because my target has gone up but your

00:07:34: package hasn't changed at all

00:07:35: and it hasn't change at all.

00:07:36: But At that time like this was pre-COVID Right.

00:07:39: This was about two thousand twenty.

00:07:41: There wasn't any other company That I felt It Was Worth because I'd already got into a swing of things.

00:07:46: I've been doing it for like three years at that point, so i just stayed there.

00:07:51: but that has always resonated with me and...I think the role of a broker has changed.

00:07:58: So its never about opening doors.

00:08:01: The prospect in negotiation is tough when no one sees this part But now more people are moving their wealth here A lot good brokers consultants and advisors about how clients can build further wealth.

00:08:16: Whether they're investing in Dubai, RAAC, Abu Dhabi exiting out some of the investments that we've already got to leverage their money into something else.

00:08:24: It's like right so you'll start there.

00:08:25: You're busting your gut all the time making them more money But yourself on fifty or fifty five percent because you're scared To go somewhere else And nobody moved to Dubai to play it safe.

00:08:40: No?

00:08:41: It's not that kind of place, like...it is a hustly place where if you want to make something work You can make it work and That's what I love about this space.

00:08:49: And i think If you've Not been here You don't realise that.

00:08:51: So..I Think there are A lot Of experienced brokers Like they're listening To This.

00:08:56: Don't worry They will be.

00:08:58: I hope so.

00:08:59: And i want them to really sit and reflect, and think... ...I'm worth more than that because you are!

00:09:03: We can get from two million to two point five... To the associate director level Because we could do off-plan with us.

00:09:09: You're not a single channel business.

00:09:12: The decisions we make are fair.

00:09:14: So why didn't they come into this before?

00:09:17: That happens all of time.

00:09:19: There's brokers who have joined for many different companies.

00:09:23: Anyone can reach out to them and say hey, what's it like over there?

00:09:26: And they'll get good feedback.

00:09:27: but the problem is some companies out There.

00:09:30: They're not The best again.

00:09:32: leads are not the best at doing deals or not the Best at training their Not-the-best management team.

00:09:36: tell you about a really good at brainwashing.

00:09:38: Yeah, I think spend half

00:09:40: of time trying to build a Brainwashing system that nowhere else makes money.

00:09:43: only us listen.

00:09:45: white and cool people make Money.

00:09:46: other Companies People Can Make Money.

00:09:48: It's not A Problem.

00:09:49: But White & Co Will Look After You More Than Anyone Else And we will make sure that you feel that.

00:09:54: That's something like when I'm looking back and thinking about it, because... ...that is why I opened my company One month your shiny one month or not?

00:10:03: Everyone trying to help me the next months are forgotten About how these brokerages work.

00:10:07: But being pulled up in front of everyone at a Christmas party which was great You walk away going.

00:10:13: oh my god!

00:10:14: What have actually got?

00:10:16: Now i need more money for business with no extra package A bigger responsibility but with no extra perks.

00:10:23: Yeah, it just doesn't make sense.

00:10:26: So in that aspect people should be worth more and they should sit and reflect.

00:10:31: Pause this video now and reflect

00:10:33: Yes sitting think about yeah And its a good time to move before It picks up you know use

00:10:38: summer.

00:10:41: What do You Think Attributed To Our Success In Gaining A Massive Increased Market Share Since The Conflict?

00:10:52: For anyone that's listened to this, you know is from the outside.

00:10:55: looking in we quickly made a decision at the start when the conflict happened.

00:11:01: People can go on holiday but they can't have endless amount of holiday because it would be Detrimental to the business and the broker right?

00:11:09: Because I know some brokers were like brokages will come back in October or September But we knew very quickly.

00:11:15: That wasn't gonna work.

00:11:17: So We made that decision then.

00:11:21: It's not like we sat around a round table and went, oh crisis meeting.

00:11:24: We just because we worked so closely together all the directors And obviously you know yourself and Rick was right what are we gonna do?

00:11:31: We need to support these brokers Right Because I don't want anybody feeling stressed about The conflict and then thinking i'm going To be able to pay my rent I've got car have got debt.

00:11:40: So II really felt Like this is the time where I Need too.

00:11:44: we need to Really double down and help These brokers out as much As possible.

00:11:50: we did extra training sessions.

00:11:52: We coached people how to have conversations that were completely different, so they talked about these sellers a month

00:11:58: ago.

00:11:58: Like our market?

00:11:59: Made in your market!

00:11:59: Yeah

00:12:00: I used to drag people into houses and say all the time please offer on this.

00:12:05: So i remembered that Neil obviously worked at London when it was like financial crisis And we just came together.

00:12:12: This is what you need to say because You'll know When a broker gets an offer...we want them straight away.

00:12:20: They might know how to handle it, but just so that I know what's going on.

00:12:23: I can make sure they need any help with their

00:12:25: etc.".

00:12:26: So we were like come to us as much as possible and guided people through these conversations.

00:12:32: then all of a sudden was like oh!

00:12:34: We're still doing deals?

00:12:36: This is

00:12:36: working?!

00:12:37: Then we would do buyer callouts because any buyers who are in the market at this time had confidence in them.

00:12:43: So we knew that those people were out there.

00:12:52: We're having conversations with sellers who are completely different, so like right what on this?

00:12:56: And then when you have Robb here he absolutely loves the call-outs and goes in there to get.

00:13:03: anyone wants a bit more money or business.

00:13:06: if they're short on viewings let's do a callout!

00:13:18: But

00:13:22: people already bought into you.

00:13:25: People like you, they like working for you but we all do so.

00:13:29: when you stood up there and said right our break-even figure is seventeen million everybody was like one because were always transparent.

00:13:37: this what we need.

00:13:39: So everyone was like yeah I'm going to get behind it Because they believe in the company.

00:13:45: the energy that we had at that time, and still now was unmatched in The Office.

00:13:50: People working so hard... I can't even put it into words how hard people were working.

00:13:56: And all of a sudden It's like We're gonna get through this and continue to do This.

00:14:04: But i don't think if any other company That they would have done it like we'd done it.

00:14:10: there's a big part of it that when that conflict happened, There were so many companies that cut salaries very quickly.

00:14:17: They made redundancies and we're talking like one or two days in but we didn't know how was going to pan out.

00:14:22: they are obviously trying

00:14:24: to trim the fact.

00:14:24: The reason

00:14:25: an excuse

00:14:25: is because

00:14:26: you should have managed these people before

00:14:28: You had those companies who talked about all this cash on their bank And then just getting rid of them within ten days.

00:14:33: That was

00:14:34: crazy

00:14:34: Or moving roles in the company for years on end.

00:14:40: So with that, you've also got an element of who am I to say?

00:14:47: You can run your business however you want it but you can't take time off and go on these long trips golfing every day... ...you're not there behind your team trying to support them.

00:14:59: There were CEOs saying everyone's gotta be at their office.

00:15:03: we are gonna make this work.

00:15:05: then they sneaked off to Thailand and were caught on beaches.

00:15:09: It's like you're not being transparent with people, if your current leadership salaries... You said this would all be fine!

00:15:17: No-one loses a job?

00:15:18: We made zero redundancies.

00:15:19: we did zero salary reductions.

00:15:23: Imagine sitting here and someone could just pop up our Instagram tomorrow and go Calum watch the podcast loads of lies.

00:15:28: you cut our salaries.

00:15:29: I don't need to worry about that because we didn't do it.

00:15:33: And you know what was really actually really annoyed me as we had companies telling their staff.

00:15:38: Oh, sorry We have to lower your stat-your salaries.

00:15:40: Sorry, we add company's tellin' there stuff.

00:15:42: Sorry, but I have the lawyer your salaries because it's fine white and quarter doing that as well?

00:15:47: And i'm like imagine how disgusting that is.

00:15:48: you're having a user company That hasn't done it As escape goat so that you can do it Like if you gonna do fucking on Don't turn around and be like, oh why didn't Quo have done it too?

00:15:57: Because we didn't.

00:15:58: No

00:15:59: And I think that when we explained that seventeen million no one loses their job everyone's going to be fine.

00:16:05: and then from that point you're right Everyone got behind.

00:16:07: yeah It was amazing to see.

00:16:09: You know if you cut my salary by fifty percent i'd still give you the same effort than If you didn't cut it.

00:16:16: but other companies don't have That because when you've got people on yachts some private jets yet you've changed I doubt the conversation would have been, I need to cut your salary by fifty percent.

00:16:26: But how does that affect you?

00:16:28: Like what school fees of you got and what debt payments do you have...I don't think The Conversation Would Have Gone like That.

00:16:34: So..the perception Of That To Your Employees Whether You Care Or Not Is Very Very Great.

00:16:41: Well the thing is we know from brokers who joined us.

00:16:44: they had managers racing them to leave office at five o'clock.

00:16:49: And I don't blame them, listen you've had your salary cut and everyone else is still having fun enjoying themselves... ...and yet you're sitting in the office working for half an amount of money.. ..and then it hits five o clock and you are first elevator!

00:17:00: You have got brokers standing with you, I know that doesn't happen with you.

00:17:03: Neil Candies Rob English certainly does not.

00:17:08: So i guess pretty good insight into what got us through actually increased our market share across the conflict period.

00:17:17: Yeah we've grown at an incredible speed.

00:17:20: so that was really weird Scottish way of saying it, how have you managed to scale without completely losing control over standards?

00:17:31: I think leadership team is very strong because we understand the vision and the goal, whether you joined four years ago when we first started or you've joined six months ago.

00:17:44: I think it's very evident what our goals are.

00:17:48: so i think when you've got a very strong leadership team that understand that we need to support these brokers everyone is like on-the-mission understands the assignment.

00:17:59: now one thing we are very good at as we grow how does that impact that broker?

00:18:05: So if you have more brokers You need more conveyances, because I don't want brokers saying this has taken ages to get live and right.

00:18:15: Let me find out what if there was a situation like that?

00:18:18: So we've continued to look at the rest of the business.

00:18:21: cause i think lot people do is they grow very fast but then it all kind of falls.

00:18:29: It's funny cos thats one thing.

00:18:30: people say oh yeah its just big company.

00:18:32: really poppies got companies which are your staff, your brokers.

00:18:36: Neils got a company Rob England's got a company Candice.

00:18:39: Got a company and these are all brokers or our team of brokers around about six day.

00:18:44: So therefore it's like having a brokerage with sixty people.

00:18:46: Yeah, you have the same amount of support You're the same as staff.

00:18:48: if they say I'm not off, you know admins convencers you name It but people don't think about that.

00:18:53: They think has to be some massive machine where there is nothing behind it?

00:18:56: To support?

00:18:56: yeah

00:18:57: Which

00:18:57: obviously it's not.

00:18:58: we just break it down at bite size chunks.

00:19:00: How many conveyances do We need for?

00:19:01: how Many deals would do how many admins?

00:19:03: how many you know?

00:19:04: As we go through The entire thing market in your name everything needs to expand as the brokers expand because those guys are, they're revenue generators and more of those that we have.

00:19:13: The more money the company makes is good for everyone.

00:19:15: yeah

00:19:16: And I think as well our broker's opinions and ideas a very important.

00:19:22: so As well as whilst were scaling what also taking feedback from people

00:19:26: agreed?

00:19:28: sometimes it's harsh Sometimes It's like That Is A great idea.

00:19:31: even Rick the other day in my team said when We create a listing And I was like, right, I'm on it.

00:19:40: So that's now been fixed.

00:19:42: so

00:19:43: just to be clear a couple of days ago Can we do this?

00:19:46: you got sorted is done already?

00:19:47: That's the pace We move at.

00:19:49: yeah with very very fast paced

00:19:51: something important that think will come onto more about.

00:19:54: but Yeah Yes as far as scaling without completely losing control over standards i Think that your right across management team You guys lead from the front with those standards.

00:20:04: I think that's anyone right now who joins us as a manager or leader, like you're going into...I wouldn't say it is a wolves pit or a lion's den but if you don't know what your talking about then be found out very quickly and i will fire faster because we can afford to have passengers.

00:20:22: Yeah again its duty for our brokers.

00:20:26: So it's

00:20:28: for the broker.

00:20:29: Yeah, and you can go like this but also come down very quick if make the wrong decisions.

00:20:34: don't act fast enough on them.

00:20:35: Find a lot of managers in Dubai Real Estate fall upwards.

00:20:40: They get to positions just because they've been here long time not cause their perform.

00:20:44: I look across market.

00:20:47: some managers are seeing position that guy is never And i'm not saying your have bein' best broker ever.

00:20:51: But there has to being something You cant say oh ive been her ten years.

00:20:54: so suddenly ima manager

00:20:55: Yeah, and I think as well.

00:20:57: you know titles get thrown around a lot in Dubai real estate.

00:21:01: And it's like that title holds the weight.

00:21:04: so if you don't think your skill set is a director As a true leader then come as manager and grow.

00:21:14: Wait and Call.

00:21:14: now ranks number one for leads, Number One for transactions.

00:21:18: Number One For value of transactions And have the best teams of brokers in the market.

00:21:24: What do you think we'd differently to the rest of the market?

00:21:29: We're very transparent with figures and goals Whether that's company broker related Even down to areas they work.

00:21:39: so everybody will know What market share that they have for any given time.

00:21:43: so the team means it we have every single week.

00:21:46: It's like, We want them to understand how They get to number one.

00:21:51: and what does that look?

00:21:52: Like can you know will get?

00:21:54: these reports then were straight on it.

00:21:55: So right with third at the minute we need to get to first.

00:21:58: What is that looked like?

00:21:59: So we explain where.

00:22:01: very good a coaching.

00:22:02: We're not like a tell business.

00:22:04: do this.

00:22:04: do that its like.

00:22:05: we coach you.

00:22:08: Then you start to think for yourself and you understand how to run your business.

00:22:12: So I think a big thing is the transparency And everybody knows where they are at any given time, and that's really helped us.

00:22:20: like y'all remember i jumped on That true check thing A few years ago right?

00:22:24: so i remember thinking we need To do more True checks?

00:22:27: That Is something that i know.

00:22:29: i did them when i was a broker hated doing Them but i knew that They were important.

00:22:33: so We were explaining to brokers it You will get More leads if you tick that box.

00:22:38: And it also means for the client as well, there's nothing worse than when you're looking through on Property Vinder and Bayou... ..and nothing is available!

00:22:48: It's frustrating even as a broker.. You know?

00:22:51: When you are looking at something.

00:22:53: So all of this is very important.

00:22:57: from true check thing I think it just then grew and grew and we started to climb up those ranks.

00:23:02: We're onto something here!

00:23:04: Without going into too much we've pushed boundaries with the portals, Portals being Property Finder and Beiyu to Bizzle.

00:23:14: So... We've challenged them a lot because we have been moving very fast And they had to move with us.

00:23:23: People will have no idea of our conversations in the boardroom with these guys and what we needed to make the brokers' lives better, essentially making them more money.

00:23:33: But you know... We've

00:23:35: done a lot of work!

00:23:36: No.. And it's not like they do anything specifically for White & Coal but across-the market.

00:23:40: we have pushed them.

00:23:41: because think about people who had been listening too as being the old guard The brokerages that existed for fifteen years or twenty.

00:23:50: But yet, why don't you ask the new up-and-coming brokerage that is making waves in the market?

00:23:55: And also now at this point when we're sitting doing his podcast number one for everything.

00:24:01: Everything that matters on the market?

00:24:02: Yeah

00:24:03: Number One For It.

00:24:04: So therefore Why Don't You Listen To Us?

00:24:06: and We've Grown At That Rate I Think A Lot Of Changes.

00:24:08: They Made.

00:24:09: You Know We Worked Hand In Hand, We WorkED TANDEM!

00:24:11: And WE KNOW THAT.

00:24:12: WE NEED BEYOUT, WE KNOW WE NEEED PROPERTY FINDER IN BETWEEN BOTH THEM THEY'VE DONE A GOOD JOB.

00:24:17: AND TOGETHER YOU KNOW IT'S NICE TO SEE SOME OF THE CHANGES THAT HAVE CAME INTO PLAY.

00:24:20: Yeah, and you know if a business has been around for ten fifteen years in the market here that is great but I think that You can't hold on to that because it doesn't have much weight anymore.

00:24:32: It's how dynamic you are And how much little corporate red tape as possible To just get stuff done Because this market moves so fast.

00:24:41: So you have to move with it.

00:24:44: I agree.

00:24:44: If it went by...I've had this conversation before, but Blockbuster Blackberry all these ones

00:24:49: you know

00:24:50: what i mean?

00:24:51: It doesn't matter how long have been around.

00:24:52: You'll soon not be around if don't move at a certain pace or adapt to whats happening.

00:24:59: Fantastic!

00:25:03: who's difficult to manage?

00:25:04: or an average broker that does everything?

00:25:06: asked of them, Who are you taking?

00:25:07: And let me give a little bit more on that because To some companies and average broker might be here.

00:25:12: In some companies the high performer is here.

00:25:13: so Let us just say That High Performer Is Our Entry Point Associate Director.

00:25:17: So three million a year Yeah!

00:25:19: Then lets see Average is one point two which is a hundred K a month Billables On The Board.

00:25:23: So Average One Point Two High Performers Three Million Who Would You Rather Have?

00:25:27: But The Three Million Is Difficult Manage.

00:25:30: The Average Does Everything It Asked Of Them.

00:25:35: So it's hard because with those brokers that are hard to manage and we've all got brokers.

00:25:42: That's my job.

00:25:42: To work out how to manage them, right?

00:25:44: No It's a bit like you know Ronaldo.

00:25:47: I imagine he's quite difficult even David Beckham.

00:25:49: if you watch that Yeah You can tell II like he pushed the boundaries.

00:25:55: so i think With Those People They help us as well.

00:26:00: You'll know with Jordan Smith and Navi Singh that they give his ideas And they also go.

00:26:04: have you thought about this?

00:26:05: or why aren't you doing?

00:26:06: That?

00:26:06: so we take a lot of feedback from our high performers.

00:26:11: But then if he had an average broker I could get them to two million plus a year.

00:26:17: So, I think i'm gonna Take the difficult.

00:26:20: but

00:26:21: Neil said the same and I agree because I always love this part Of me which says um people are less difficult to deal With when they're making us more money.

00:26:30: Yeah,

00:26:31: and I know it's not all about money But I'm sure Ronaldo and Beckham in whoever else is much easier to manage them when their scoring goes for your team

00:26:37: Exactly.

00:26:38: The only caveat to that Is as long as they're not a disruptor to the team because the dynamic is very important.

00:26:44: There's

00:26:44: difference between being hard-to-manage and disrespectful or toxic.

00:26:48: We're talking about how to manage as they ask a lot.

00:26:50: They need this any you want?

00:26:52: You know,

00:26:52: yeah perfect

00:26:54: word you using cuz again another word new used.

00:26:57: It's funny, we all talk the same language.

00:27:00: But yeah no it's about being challenged from them.

00:27:02: so you're going to take a high performer.

00:27:04: I am Brilliant.

00:27:06: Do brokers actually want accountability or do they only like when their performing?

00:27:13: If my guys are listening now then she holds me accountable right and i think...

00:27:19: The question is..Do They Actually

00:27:22: Want It?

00:27:24: This part of the brain think, yeah I want to be free and I'll work flexible.

00:27:28: And stay at home in our work... ...and do you can have ten percent or twenty percent?

00:27:32: But if ever look when recruiters are like seventy-percent working from home then it doesn't work!

00:27:40: So I think you like that for a very short period of time, and then structure an accountability is what you crave as human.

00:27:48: And there's probably some studies around them.

00:27:50: Can imagine if you didn't communicate with me?

00:27:53: We didn't have any conversations about how things were running in what was going on... ...I just think well i'm not gonna push myself.

00:27:59: we all need that.

00:28:00: as humans.

00:28:01: it doesn't matter what industry your'e

00:28:02: in But the highest performance sales industry There Is.

00:28:05: If You Were An Athlete You don't just go, eat what you want by the way guys and train whenever you feel like it.

00:28:10: Come here when ya want!

00:28:10: No to get the best out of someone there needs to be structure.

00:28:13: There need's to planned in place.

00:28:15: But yeah In real estate some people will say oh but y'know It is a job I am in charge because i dont pay salary.

00:28:21: so ill do whatever I want.

00:28:22: That would cool if we didn´t make as much money possible.

00:28:24: Yeah For us you are in highest performance industry Of sales that they have They doesn�t get more expensive product than what we sell.

00:28:32: So Take it serious.

00:28:34: You know, getting

00:28:35: with the teams like in the morning everyone's like what by who?

00:28:39: you outwith?

00:28:39: What's going on.

00:28:40: It's that you need to be around these people.

00:28:42: You also then learn a lot off people as well which elevates you Which makes your money.

00:28:47: So why would do not want to come in but you can't micromanage people at the same time?

00:28:50: agreed Agreed I think one of the big things we actually see from a lot of brokers We wanna join us now is they've went away tried their no structure.

00:28:57: Do whatever you want and then they come back and go feel it just needs some structure And were like cool That's what we do.

00:29:02: No problem.

00:29:02: We give you structure, no problem not going to be micromanaging but if you want to know how it works You've got five directors on the floor every single day.

00:29:09: we're gonna be there to help.

00:29:10: yes Yeah Our great brokers born.

00:29:14: or do he genuinely build them?

00:29:18: and I suppose you could say both?

00:29:20: yeah i think If you look at certain people when People talk about Jordan Smith a lot But He is like...

00:29:26: If I Could bottle It I would!

00:29:27: If he came out The Wombie was probably always Gonna sell something in its real estate And he's very good At it.

00:29:31: I do think some people have that, they make something amazing and then the rest of it is you build.

00:29:41: Let's face this.

00:29:41: there aren't many industries where you just become amazing.

00:29:45: It might be hard sometimes for brokers when they see people doing really well all the time.

00:29:54: I'm working a hundred percent and i still don't have on the board what they have, sometimes you have to work just a little bit harder because life isn't fair.

00:30:01: it's like your natural skill set might not be speaking to sellers or speak into... ...to a buyer.

00:30:07: You may really need to work on that.

00:30:09: Again you brought up the renaldoer of The Messy.

00:30:11: imagine everyone in the pitch going.

00:30:13: aww!

00:30:13: They're better than me.

00:30:14: but y'know?

00:30:14: I've trained so hard.

00:30:15: how come im not as good at them?

00:30:16: There are different skills levels But no one says you need best player in this world tenth best, you're still getting there.

00:30:23: You know what I mean?

00:30:24: Like Jordan Smith might be an anomaly across our business but don't aim to be thirty-two million every year.

00:30:29: let's just get you to ten first.

00:30:31: yeah i mean lets get you five first and again it comes down for any other high performance.

00:30:38: we dont go straight into the first team ,you don't straight away become a doctor or pilot.

00:30:43: all these take years of time to learn.

00:30:47: suddenly someone steps in and go, oh well I want to do it in a year or two years.

00:30:54: But also not going learn really hard but i'm gonna take my learning seriously.

00:30:58: so come everyday make some calls.

00:30:59: see what happens.

00:31:00: And there's different age groups have different ways they've been brought up.

00:31:07: So I think theres a lot of instant gratification There that its like.

00:31:10: I wanna do that

00:31:14: Just do that.

00:31:15: Sit here and just you know, chip away at it as well.

00:31:18: so yeah I mean the talent we build in-house is well... We've got an amazing training department.

00:31:24: Yeah And some people throw out there with number one for training.

00:31:28: It's not a tangible metric.

00:31:30: There's no metric to that

00:31:31: Unless your Number One for the amount of sales done.

00:31:32: then The amount of leads go and the amount value sold.

00:31:35: That's tangible.

00:31:36: Yes Come from the Training

00:31:37: But I don't want it's just a feeling or thought and opinion.

00:31:39: So yeah, the homegrown talent in our business is unbelievable.

00:31:45: It very rarely does one of her top performers leave the business.

00:31:52: No

00:31:52: Leave The Business?

00:31:53: No

00:31:54: As previous real estate experience overrated...

00:32:00: ...it can be And depends if we're talking about If you are from UK.

00:32:07: Now when take brokers form the UK is a different job, but they think it's the same here.

00:32:12: So then there's kind of stuck in their ways and I'm not really talking about like London real estate because i think that is very different.

00:32:19: I think its got similar things to Korea.

00:32:20: Talking about estate agency?

00:32:22: Not brokerage?

00:32:22: yeah um...I Think if you're ready-to be coached And You can take stuff on and learn from It and implement it we Can do anything.

00:32:35: We want to make you amazing.

00:32:37: It doesn't matter what your experience was before and you don't have any bad habits then either, just take it as

00:32:57: is.

00:33:06: Honest answer, White and Co.

00:33:08: Any other company names?

00:33:09: They're all great to say on a phone call but really the biggest thing... The biggest difference in Dubai versus anywhere else is that when a broker calls you it's a three-sixty roll.

00:33:18: In the UK It gets passed one person past another person Negotiator or viewing agent Someone else someone else And Dubai Its You That Matters.

00:33:26: Whereas in the

00:33:27: U.K.,

00:33:27: you might call somebody saying Hey I work for Foxton's.

00:33:29: Foxton holds a lot of weight!

00:33:31: In the U K hey i worked for Night.

00:33:32: Frank Holds A Lot Of Weight.

00:33:34: Come over here, no one cares.

00:33:35: And let's face it like you look at a lot of UK estate agency when You sell a property there?

00:33:41: It's the most frustrating thing in The world.

00:33:42: I'm not even talking about you.

00:33:43: know they after sales that takes like three months and as A chain Of like ten houses They don't hustle they're Not trying to find you.

00:33:51: the best deal they Don't communicate with you is completely different.

00:33:55: agreed Here Its its opposite because you you're not gonna get paid if you don't Hustle.

00:34:02: yeah

00:34:04: What are the non-negotiable behaviors that you see consistently in our highest performing brokers?

00:34:12: Going back to I've said it before being coachable.

00:34:16: So if i look at the high performers and not just in my team like all other teams.

00:34:20: They ask a lot of questions, whatever level they get too.

00:34:24: They still asked loads of questions And you know high performance have an ego rightly so.

00:34:30: They've done very, very well in their own right.

00:34:33: So I think being coachable is a big one asking loads of questions and i think they have a fire in there belly that some other people don't have.

00:34:43: And I don't think it has to be rags-to-riches.

00:34:45: You could come from money before.

00:34:48: But why are you doing this?

00:34:49: That Y's really strong?

00:34:50: because when its tough... ...they dig really deep like ''I'm going make something work'' with our associate directors, when I've got like six Associate Directors and you know most of them we've created that for them.

00:35:06: That title.

00:35:06: they have done it on their own merit.

00:35:08: but i've watched David O'Keefe

00:35:10: from

00:35:11: Lee Sin to say...I cried when he was an Associate Director because its such a big thing cause he hustled from

00:35:16: the start.

00:35:17: It is months of him posting every night that his leaving office at eleven o clock paid off for him and he takes it bloody serious.

00:35:27: I mean we had a meeting with the associate directors other day, came out of that first first message i got.

00:35:32: David O'Keefe can you tell me how far am away from this target?

00:35:35: And it was just like straightaway...

00:35:37: The message is the same thing!

00:35:38: There

00:35:38: we go then just playing us off each other.

00:35:40: um but even that you know cried because you heard a broker getting hit in that next level.

00:35:46: That's the difference.

00:35:47: if people were to say What's the difference between you guys and someone else?

00:35:50: There is a perfect anecdote for it.

00:35:51: Yeah, unlike I'm very to-the point...

00:35:55: You're not a crier!

00:35:56: No i am NOT.

00:35:57: but also feel strongly about people's feelings and stuff And..I feel like anyone that in my team really care about them.

00:36:06: I deeply care about those.

00:36:07: It was

00:36:08: tough spending ten hours of day with all these people.

00:36:10: Oh yeah see ya later!

00:36:13: It keeps me up at night.

00:36:14: sometimes Even conversations we have on the day they're not, I can tell something's off.

00:36:20: Somethings' not right.

00:36:21: so the next day it's like are you okay?

00:36:24: Because we spend so much time in The Office It is important that We look after people

00:36:30: Agreed.

00:36:31: Are most real estate brokerages genuinely trying to develop their People or are there just recruiting enough people and hoping a few succeed?

00:36:39: I think people do throw A lot of people into businesses And hope They make it...and i don't think That will ever change.

00:36:46: because Do you think we

00:36:48: do that?

00:36:49: No.

00:36:50: Do You Think We Ever Did It?

00:36:55: I know in year one i had to just throw people at the wall because guess what, didn't have a choice.

00:36:58: but for instance you've been At The Business.

00:37:02: no Because Like With Recruitment They Understand What We're Looking For Cause We Work So Closely with Them.

00:37:08: Yes And Because Jody and Daisy Really Care As Much as We Do About The Business they Don'T Want To Bring People In That Are Not Right Or Its Not

00:37:15: Right.

00:37:16: Yeah There's Always One Who Slips Through The Net Here & There But You Know Across The Average It's more what we look for.

00:37:21: Yeah, because also I think it's really important Because that decision now the demographic of a broker coming into the market has changed to people with families had Really good careers before?

00:37:32: I remember when i was a broker as like oh they've left on there Like twenty.

00:37:35: we were young.

00:37:36: um So that decision to move is way more methodical Is a methodical move and they thought about it for a long time.

00:37:44: so how can We bring people in?

00:37:46: we spend money and time And just hope that they make it.

00:37:50: I don't want that.

00:37:51: I also think that brokers in teams, they want people who are going to be there for a long time and can work together make money.

00:37:58: so i think it will always be there.

00:38:03: but we dont do this at all even if you look the directors on the floor.

00:38:08: For us We get paid off everybody.

00:38:12: Our broker is probably not realising that because its not something we go around saying.

00:38:17: But with It doesn't matter who is off or what's going on, you can go to any director and ask for help.

00:38:24: And you will get it.

00:38:25: because yeah there's an incentive that would help regardless even if we weren't being paid.

00:38:30: but I think that's important Because a lot of CEOs and business owners now they're very one-dimensional with how they run their businesses.

00:38:38: They cannot expand the mind right.

00:38:42: How could i do this differently?

00:38:46: All the sales directors are paid across entire floor and all the leasing directors Are paid across an entire floor.

00:38:52: I don't think it exists,

00:38:52: i also Think there's still that like if your team doesn't hit a certain target you Don't get your override.

00:38:57: so when things are difficult not every month It

00:39:01: will have to pay.

00:39:02: but When you're having a tough time You know?

00:39:04: Don't don't get paid at all don't give me long don't Get me wrong.

00:39:08: is her performance based industry You know, everyone's going to have off days.

00:39:12: Everyone is gonna have tough times.

00:39:14: It's not about trying to you know beat with a stick.

00:39:16: it's about saying like right how do we sort this?

00:39:19: It goes in peaks and troughs And then that manager sits down thinks I've got no time for these people go in.

00:39:27: so i think People now need to look if your gonna open the business your goal and vision is, than what you motto is.

00:39:37: Like us we're a broker's brokerage.

00:39:39: We've never lost sight of that And I hope that we never ever do.

00:39:42: but i don't think we will because were so in tune...

00:39:45: We got to the size.

00:39:46: now.

00:39:46: if we are going lose it would have lost about

00:39:48: three hundred

00:39:48: four hundred people ago.

00:39:49: Yeah!

00:39:50: ...and with me still being at office every day then also you guys on back like..I dont say stuff and think oh my management team hate me saying that I can see this in their eyes.

00:39:59: when im like WE DO THIS FOR THE BROKERS.

00:40:00: WE'RE ALL SITING THERE GOING.

00:40:01: YEAH WE DO THAT FOR THE BROKERS.

00:40:02: WE ALL DRINK THE COOLAID.

00:40:04: You know what I mean?

00:40:05: We'll die on that hill, which... Get myself goosebumps.

00:40:08: Come one.

00:40:09: this is great!

00:40:11: What's a bet we're making right now That the rest of market will only understand in three years?

00:40:16: What something do see as company As manager or leader Or director?

00:40:22: Revenue and performance Whatever way you want to spin it.

00:40:25: Three year from now A lot companies are going to go, oh wait and close head On our podcast but didn't really Do anything with them.

00:40:33: Wanna still think?

00:40:33: people Think that the seventy percent model or that higher commission split doesn't work.

00:40:40: Like it's got no longevity, right?

00:40:41: People still don't think we make any money.

00:40:45: It is almost like funny.

00:40:46: at this point Everyone has every excuse.

00:40:49: So I think people will think there isn't a longevity in that At all.

00:40:52: And There Is See

00:40:53: if you have no money getting made Who cares Come over to us Make seventy five percent, seventy percent Until the company shuts down and then go back where were.

00:41:00: Enjoy your life see you later.

00:41:03: What else That?

00:41:06: people will underestimate that next level, but we will go to whatever.

00:41:09: That looks like.

00:41:11: and whether We expand further than there?

00:41:14: And we look at other areas.

00:41:16: People who think that again We can't do that and we well.

00:41:22: Mm-hmm Well with one hundred percent.

00:41:26: when you're eventually done with all this a long long time from now poppy What do you want people to say?

00:41:33: white and co stood for.

00:41:36: we stood for fairness.

00:41:40: We stood for the broker and we did the best by that broker in that time, but they were with us.

00:41:48: And we helped them change their lives.

00:41:52: because that's a big one to me I say how much money are you spending on it?

00:41:56: Have you invested into anything yet?

00:41:58: Because this money can go very fast right.

00:42:01: It is like making sure...I want help people make money..we all do But also helping elevate themselves so when ever they retire.

00:42:10: That is the goal.

00:42:10: And you know, there's one thing that I think it very admirable.

00:42:14: It doesn't matter whether we have somebody who goes and opens their own brokerage after joining us Or they go set up their own jewellery company or... ...that what we wanted.

00:42:24: We will shake your hand right?

00:42:25: Thankyou so much for your service.

00:42:26: As long as while you're with us You work Your socks off Then when you leave you'll be in the right way

00:42:31: Yeah!

00:42:32: And then we will be there to champion you

00:42:33: on.

00:42:34: yeah Will support your business.

00:42:36: how many times has this happened?

00:42:37: Many a time.

00:42:38: We want that.

00:42:39: that's what we want.

00:42:40: Poppy, that is my final question there.

00:42:43: yeah thank you so much.

00:42:44: I appreciate it.

00:42:45: Neil said he'll do his next podcast in five years.

00:42:47: i hope it's not five years for you as well.

00:42:49: no i've enjoyed that

00:42:50: and its fun.

00:42:51: the funny part of this conversation we just had now me and you speak about every single day.

00:42:56: oh yeah.

00:42:56: So This To Us Is Just Us Talking About Work Like Usual.

00:43:01: I hope the audience has got a great bit of insight about, you know.

00:43:04: The person who runs that floor as much as Neil is managing director at the business.

00:43:09: You are in there every single day setting standards driving team forward and Neil's all over the business.

00:43:15: He's been accounts one minute.

00:43:16: he's in it.

00:43:16: property management next like your that person That every moment is stoic There And yeah just someone that Every manager in Dubai can learn from.

00:43:25: So thanks so much.

00:43:26: Thankyou very much.