00:00:00: There's so many agents over complicated, but especially in leasing.

00:00:03: It's not a hard job it is just hard work.

00:00:05: Give

00:00:05: us like ninety days.

00:00:06: give us three months of your life.

00:00:08: Do exactly what we tell you to do and you'll be a success.

00:00:10: Don't be going to Nandos for two-and-a half hour lunch.

00:00:19: Dan Moran how are ya?

00:00:20: Very good thankyou yourself.

00:00:22: I'm fantastic mate.

00:00:23: thanks for coming on.

00:00:25: We've had already Neil, we have had Poppy, Rob And now moving onto Leason I am really excited I wouldn't say single-handedly, but being the biggest part of the leasing team over the past three and a bit years.

00:00:41: We now can happily have the best leasing in Dubai.

00:00:45: The numbers we're bringing into that team is just ridiculous.

00:00:50: It's phenomenal!

00:00:52: How has things been?

00:00:53: Have you enjoyed your journey so far?

00:00:54: Absolutely

00:00:55: fantastic.

00:00:55: yeah.

00:00:55: like some J&E it's been obviously from coming in what i said just over three and half years ago to where we started, and now that the growth has been incredible.

00:01:06: It's been a couple of weeks in three-and-a-half years so fast isn't

00:01:10: it?

00:01:10: Time flies when you are having fun.

00:01:12: I

00:01:12: haven'

00:01:12: t forgotten what he said.

00:01:14: We know rent more property than anyone else in Dubai.

00:01:18: What do think is being the biggest driver for that?

00:01:22: Obviously its volume is such a fast paced environment compared with sales.

00:01:29: Getting the listings live and just driving their training Educating agents on how to do it.

00:01:34: You know getting your listings life get them as best that you can on the portals Bring in an obviously done generating the leads which then you know The agent go out into.

00:01:41: do the magic do what they need to doing Do

00:01:43: the magic?

00:01:43: Yeah, but I think

00:01:45: there's so many agents over complicated But especially in leasing.

00:01:48: yeah It's not a hard job is just hard work Exactly.

00:01:52: And the big difference that I find between leasing and sales Is people need A place To Live People need a house, so leasing when most times people are getting in touch with us they're not just for our look.

00:02:03: They need to move.

00:02:04: and then on the other side sales... People don't need to buy!

00:02:07: People choose to buy.

00:02:09: Leason's often treated as their little brother of sales into by real estate.

00:02:15: Do you think that mindset is wrong?

00:02:18: Yeah I could look at some of the agents we've got.

00:02:20: We have got some leasing agents.

00:02:21: probably if you had a sales agent Even our company and some of the companies you'd be happy doing them.

00:02:26: figures agreed.

00:02:27: So it's like yeah, I get.

00:02:29: why people say that sometimes because you know The end goal for most people should be to get into sales.

00:02:34: But if you do your property in you go daddy.

00:02:37: You know there's a helluva lot of money to be made.

00:02:38: Just just doing this

00:02:39: absolutely.

00:02:40: And Danny Like you said they're.

00:02:41: we've got some brokers on that leasing team That you know are very comfortable making a lot of good money.

00:02:47: so i think There would Be A Real Slight To Always You Know Say that, you know, leasing doesn't hold its place.

00:02:53: It definitely does.

00:02:54: for me and it's definitely there for a reason.

00:02:58: What does the genuinely elite Leasing Broker look like compared to an average one?

00:03:05: I always think about building relationships in rapport with people because anybody can go open their door for someone realistically And this is the concept or thought that people have behind leasing agents.

00:03:14: So all your doings are opening doors but if they're good at your job then you do a good job of somebody.

00:03:19: They repeat business so get off them.

00:03:22: whether it's doing one least deal or dealing with them over the course of a couple years, yeah.

00:03:28: It just being considering if you're saying that you are going to do something and do it... You know?

00:03:31: If your gonna be on time all these little things add up to someone being a great broker.. Yeah!

00:03:36: ..you could just be time managing for other people.

00:03:38: let them down half an hour late ten minutes later

00:03:41: All heads-up!

00:03:42: They can annoy people sometimes but say they're gonna somewhere in their own time.

00:03:45: Be there early.

00:03:46: I don't feel like on time.

00:03:47: you're late as we always see.

00:03:49: And Just being consistent and be in there for people you know not when the deal's done.

00:03:53: it's not just a case of I've been paid

00:03:54: yeah

00:03:55: leaving them.

00:03:55: A

00:03:58: little problem creeps up, instead attacking ahead on thinking that this could either be a referral or eventually maybe one day i do move to sales The broker sometimes, not at White & Co.

00:04:11: but the bad broker.

00:04:12: The average broker that's not elite.

00:04:15: they will avoid the tough conversations A hundred

00:04:17: percent yeah and he'll hide away from it until a problem comes to me.

00:04:22: then you have to deal with it in different way.

00:04:24: Yeah, going through obviously the good times agree but even being there for the client when the time is bad.

00:04:28: When things do go wrong you know we'll come.

00:04:29: moving dates.

00:04:30: There's a leak.

00:04:30: this hasn't been done.

00:04:31: that hasn't be done and staying by the side And seeing it through until their clients happy.

00:04:35: in nine times out of ten.

00:04:37: the client will respect That because its not yeah always the agent's fault.

00:04:40: no But if you run away in town I hide from them then You know It's.

00:04:44: Do you think there's a problem?

00:04:45: They were a lot at The Time.

00:04:46: We get blamed For everything

00:04:48: Yeah.

00:04:50: Well, I get blame for most of it all.

00:04:53: But as for brokers like you know someone moves in straight away It's oh the broker didn't do this You know and I see on its the Britson Dubai On Facebook And All These Other Facebooks.

00:05:03: You Know Brokers Asking me to pay commission For This.

00:05:05: Should i Do Or Has Anyone Got Any?

00:05:07: Everyone Is Trying To Avoid Using Us To Do The Job Which We're Very Good At.

00:05:12: Do You Think That There'S A Way that we Can Fix That or?

00:05:14: No, I think it's definitely

00:05:18: a lot better for my thing from when It was.

00:05:20: yeah Definitely

00:05:21: because the standard of brokers and again not just in us across to buy close market is definitely getting Better.

00:05:26: but i think i was gonna say something that it's um managing The client expectations Because if not always going To go wrong But instead there like we deal with idea With these situations day-in-day out but Instead of shying away And Just not telling the clients and hoping That it will fix itself.

00:05:39: Just having A transparent on this conversation.

00:05:41: just Say look We've got a problem x y and z what?

00:05:44: this to fix it.

00:05:45: And again, they probably respect that.

00:05:46: but if you just turn your phone off or leave them on red or leave the one blue six for

00:05:51: a couple

00:05:51: of hours... You know?

00:05:52: They're not like me so I'm pretty sure there's gonna be everybody else as well.

00:05:56: A hundred percent mate!

00:05:58: How much of leasing success is simply volume more calls more viewings more conversations versus actual skill.

00:06:05: and Again i Know That There's Skill Involved But Obviously When You're Dealing With Someone moving for one year or two years versus someone spending their life savings.

00:06:13: There's a different level of responsibility.

00:06:15: So how much is volume vs skill?

00:06:19: I'd say like seventy five, twenty-five or something in it really because there are lots of volumes.

00:06:24: But obviously you need that element to be doing good job as well.

00:06:28: Just going to start saying what the monkey could do with his job at least sometimes but he'll do a good job.

00:06:35: then yeah, you need that level.

00:06:36: And I

00:06:36: think where the real Brux is a monkey could do her job if he did it in most basic way.

00:06:43: Yeah of course But If want to be the most basic agent in Dubai Then cool Pick up phone make few calls open door sign contract If wanna be an elite agent.

00:06:53: Monkey can't do that.

00:06:54: No definitely That's what we train it too.

00:06:56: so you'd say sort of like seventy five twenty-five

00:06:59: as well.

00:06:59: I think thats

00:07:00: good A

00:07:01: lot.

00:07:01: volume and its having.

00:07:03: all the listings get in the enquiry.

00:07:04: So it's, you know again time and manager role at one time with that.

00:07:08: when then this skill comes into because its your job to qualify people, George will show me Joe that the set of the landlord is ready to rent, the tenant he's ready to run so we have the right doc or other things that come with it?

00:07:19: Of course

00:07:19: mate absolutely!

00:07:20: That was a good point.

00:07:21: When someone joins the leasing team with Zero Experience in Dubai what journey do they go through before coming Productive?

00:07:28: before they start, you know getting that point of doing deals and in every

00:07:32: question get lost.

00:07:33: Get lost on the field for a couple of days.

00:07:34: Don't do well They feel lost.

00:07:36: but then at that's our job And Josie does look there's

00:07:38: a great

00:07:39: job to keep them on track.

00:07:40: You know Josie is away at the moment as well so I've been dealing with a lot other new people and Did no what?

00:07:46: They're doing.

00:07:46: just need remind him What to do because it's a lot of information.

00:07:49: when your face don't need

00:07:49: retrain The just needs a reminder.

00:07:51: hundred

00:07:51: percent cuz.

00:07:51: when you join the floor There's so much information That you've gone through training and everything else that goes with it.

00:07:57: So when your shit down there in front of the desktop, I remember many years ago what i faced on it You think?

00:08:01: It's intense!

00:08:02: You don't know...you look not all you're doing but trying to remember And what order to do things in.

00:08:06: and thats how they go through a lot of emotions.

00:08:09: But its like its our job To keep them under eye track and get them done right away.

00:08:14: Agreed.

00:08:14: One big warning for any brokers watching this Whether you are in sales, leasing or anything else.

00:08:19: I've always noticed and brokers ask me this when they first start with us, where now have my first new starters chat.

00:08:25: What's one of the biggest reasons brokers fail?

00:08:27: They come on to sales floor there told company management for everything And then started going into brokers who barely prune themselves in their business that we either go to underperforming brokers and leasing or Underperforming Brokers and Sales it starts asking what should i do and if he comes to blind leading the blind

00:08:40: yeah Yeah

00:08:41: Um...and think thats just a lesson For anyone watching This.

00:08:45: Go To The People Who Know What They're Talking About.

00:08:47: go to the managers, there's a reason these people are in those positions.

00:08:52: Which brings me on too.

00:08:53: what is the biggest mistakes new lease and brokers make?

00:08:56: The first nine or two days?

00:09:00: Exactly exactly.

00:09:01: you just said getting advice from colleagues rather than going to the people.

00:09:06: they're told because these agents whether their on-the-floor one, three months trying fine show cuts but it doesn't mean that they do right ones.

00:09:14: so then when start doing them get into bad habits.

00:09:16: You know because it's a very repetitive job if you do the same thing over and over again, you Know basically If you get into the good habits at the beginning It'll stay with you forever.

00:09:26: If he gets

00:09:27: bad habit

00:09:27: to limit too early on And then trying to break about habits is harder than trying

00:09:31: to

00:09:32: raise an easy one.

00:09:32: so

00:09:33: So the first thing we'd say is take advice from people that we should be taking advice From what else?

00:09:38: What else could be something in the first ninety days as a big mistake?

00:09:42: Just you know what.

00:09:43: not putting the time in as I say to a lot of people like No, we when they guys do join and they come down.

00:09:47: What but if I said just give us like ninety days Give us three months or your life Do exactly?

00:09:52: We tell you to do on your base success.

00:09:54: If you go You know.

00:09:56: if you're coming in at five to nine And then you leave in a fire past five When you're not going out on the weekends and you doing the bare minimum Your gonna get the bear minimum results absolutely if you tell it.

00:10:04: if you did do what we tell you To do an I'm not telling anyone to work thirteen, fourteen hours a day.

00:10:09: I'm not but just putting that little bit extra in using your time as best you can.

00:10:14: don't be going to Nando's for two and half hour lunch.

00:10:18: have your lunch get back to work.

00:10:20: The

00:10:22: thing is so many people who are moving at our leasing team.

00:10:23: they've never had proper job before.

00:10:26: And the move into jobs where actually only gets paid if we make money.

00:10:30: They spend times sometimes same with sales brokers by the way.

00:10:34: But you're sitting there going, like why are we doing all this?

00:10:38: when?

00:10:38: You're not getting paid for it.

00:10:40: So I think that's a good point.

00:10:40: so first of all We had make every minute count and work your socks off then we have to know.

00:10:44: Make sure That you Are getting advice from the people who should be getting advice From.

00:10:48: is our third one There For you that you could Think Of?

00:10:51: I think just on honestly.

00:10:52: Just get in The head down and just working hard because It we can teach any On real estate and we've proved that time and Time again.

00:10:59: you can't eat someone Hardware no so if you buy they got done crafting yeah And you want to work and do well.

00:11:06: You can give a hundred examples sitting here, but some people don't know what the day's working is like someone who has left their education or whatever.

00:11:14: they've never had a job.

00:11:15: so just think everything will be easy.

00:11:17: it should land on your life.

00:11:18: They have seen

00:11:18: selling sunset?

00:11:20: Yeah

00:11:20: which are going to do one viewing then close this big deal.

00:11:23: But actually its probably bad for people that don't really know where days works because they dont' know how hard grafts go out there.

00:11:30: finding them in our job, especially it's easy to find.

00:11:33: It's all there for you putting...

00:11:35: Yeah?

00:11:35: All together?

00:11:35: Putting

00:11:36: them out altogether.

00:11:36: but they want us to have people just sit down and hope that the phone rings with one of the porters who won't mention any other man.

00:11:42: But a good thing is we usually notice if someone's sitting their drownin' And then not- Especially in Lee Sin.

00:11:47: Lee Sin so quick to turn around yet That You can take someone from Not Performing.

00:11:51: With A few things that you put in place you'll Turn it Around The sales little bit harder.

00:11:54: Your dealing with People Who Have A Bit More Responsibility.

00:11:56: You Can't Really Wing It Whereas with Lee Sin We Can Turn Them Around Very Quickly.

00:12:01: We have a huge number of brokers operating in Leeson.

00:12:05: How many we've got on Leesons?

00:12:06: I think right now it's about one hundred and thirty two,

00:12:10: one hundred three four something like that yeah.

00:12:13: How do you create collaboration instead of chaos?

00:12:19: Good question obviously lot across Ellen within the company with face protocol for us would be going speed to your colleagues in their teams rather than go an external or anything else.

00:12:29: It's a well-oiled machine.

00:12:32: At least on floor, isn't it?

00:12:33: People know the place and they need to do.

00:12:36: but obviously Tien and Jonathan do their managers on the floor, Josie even Rich shout out to Rich.

00:12:41: Everyone has got the place.

00:12:45: everyone knows what they need be doing.

00:12:46: so I think agents can see that.

00:12:48: So if its right at top then they sort of follow suit.

00:12:51: If thats makes sense because there isnt chaos we dont want to have them.

00:12:55: But you know theres structure You know who or when to go too things like that.

00:12:59: there's always someone on the floor.

00:13:02: like you know I'm under floor nine hours a day.

00:13:03: They don't leave.

00:13:04: yeah same for, same with other managers on the floors as well.

00:13:06: so um You know if theres never There's no time for chaos is there?

00:13:10: No not absolutely not Dan.

00:13:12: i see when people talk about cross-selling they're See our brokers As soon as they get lead.

00:13:18: first place this should be.

00:13:19: checking Is what they've got.

00:13:20: second places checking What their team got and then If it's something that is outside Their area they go to another broker in The company.

00:13:26: if we have Not Got It We're happy to work with

00:13:28: other agents.

00:13:30: We are not trying to stop brokers from making as much money as possible, the only person that really loses when you try and keep everything in house would be Whiting Coal.

00:13:38: You know what I mean?

00:13:38: Because if you go external your doing half a deal outside of company.

00:13:41: but i'd rather they made money for rent car food Everything else is it's about keeping every penny on whiting coal?

00:13:46: Not at all How important this stock And listing quality To becoming number one in Leeson.

00:13:56: Stock is king in it because well stock we've got nothing like you can have all the inquiries In the world.

00:14:00: if he don't have stuff, you know then.

00:14:01: We are going

00:14:02: over never gonna get inquires If I'm stuck

00:14:04: exactly yeah.

00:14:05: so You know stock his stock as a priority and good stock.

00:14:08: Aswell cuz anyone come put anything online at any price.

00:14:11: pictures from eight nine years ago Like getting good Good stock or a good price.

00:14:16: Yep very important.

00:14:17: other chat with a broker just before before they'll Come here And he said that one He's now realising.

00:14:22: but if its price right?

00:14:23: It's gone.

00:14:24: Like I said, maybe that might not be with myself.

00:14:26: It may have been a competitor who has also gone online but if the price is right it's not staying on the market long.

00:14:32: First of all we've always been big on pricing.

00:14:34: You know since the moment we were met.

00:14:35: Since when it goes open and prices till they die Everyone wants to talk about every other distraction If something hasn't sold or rented, test price.

00:14:45: Brokers now in our business understand That And i think there was swing In conflict Where everyone just started grasping.

00:14:53: Do you think brokers in our company, especially obviously the leasing guys.

00:14:57: they're capable enough to have those pricing conversations with the owners.

00:15:01: and do You that's been a big bonus for us is teaching them how To add the conversation about price on.

00:15:05: definitely because there Is it tough conversation?

00:15:07: Yeah And especially now some of these younger people speaking to somebody's Landlords I could know or multiple multiple properties.

00:15:13: That Think they no better could be been in the market For so many years.

00:15:17: But we don't actually not what going on underground but having a tough conversation shame when he comes down to an offer as well You know, just being all shy on the phone.

00:15:24: If you if you know what your talking about and you've got the facts which is all backed up by The portals that we use And everything else then Just having a tough conversation with them Educating their landlord of why it's the price.

00:15:36: But yeah I genuinely do believe because the amount of training That were doing We done alot over last couple weeks Very much similar to What you said there And feedback was amazing.

00:15:46: Yeah, actually having them conversations and money

00:15:49: in the difficult conversations always.

00:15:51: And that's something I've heard many brokers say have said it for years.

00:15:54: managers set The money is always found in the tough conversation because i don't think any broker comes to us and goes all this job easy.

00:16:00: so It's a lot of tough conversations.

00:16:05: What processes do we have?

00:16:06: That make our leasing operation more scalable than Any other brokerage?

00:16:11: cuz if you think about If We're five Years old but Have The biggest leasing team in Dubai, is there a Leasing Team bigger?

00:16:17: I think maybe FAMs.

00:16:18: Maybe

00:16:19: yeah one or two but...

00:16:20: But as far as transactions go according to the portals we have number-one for transactions and leasing.

00:16:25: simple as that We rent more properties than any other company.

00:16:28: What process do you be having?

00:16:29: place they've allowed that.

00:16:30: Or has this just right now seen it with when?

00:16:33: oh wow like Wow how are doing this?

00:16:34: Now?

00:16:35: need work out How were been done.

00:16:36: Do know what processes of being.

00:16:39: There's a lot.

00:16:39: First of all people behind those in the admins doing absolutely like the credits.

00:16:45: Yeah, they credited them because people don't see their work.

00:16:47: that we understand it but a lot of people will not understand where that goes into.

00:16:50: and then being there all the time for the agents you know whether its getting on this live stage away.

00:16:55: when is getting price reduced within an hour or couple hours cause as I said back to price point.

00:17:01: if that landlords give that same price reduction to two or three evens in market If your day first you could have a lead-on at the same date than next day And then all of sudden tells us about the markets.

00:17:09: so i think just having Everything in place.

00:17:13: So there's the operation, the back end

00:17:14: as well?

00:17:15: The stuff that you don't see and what sometimes the agents don't really understand is they just send an email to the magic admin And then all of a sudden it's done.

00:17:25: They don't actually realize the amount of work That goes into.

00:17:29: even just something now simple has a price reduction You know new listing agreements getting the pressure down All this stuff that goes behind them.

00:17:35: It's not just the case of changing their figure on presidenta.

00:17:38: There's a lot that goes into.

00:17:39: so The agents that I believe have it so easy.

00:17:43: A lot of its

00:17:44: done for them.

00:17:45: We've wanted to sell and read but at the same time we made their job so frictionless.

00:17:49: they're spoiled a bit.

00:17:51: It's

00:17:51: like

00:17:52: having kids, you don't spoil your kid and go oh i hate spoiling him.

00:17:55: You want to spoil them.

00:17:56: But you are absolutely right.

00:17:58: Last time on the thirty second floor where all the admins were I think about sixty admins.

00:18:02: They

00:18:03: are amazing Like you can text em out every hour sometimes And it

00:18:07: is crazy.

00:18:10: So Danny, how do you manage underperformance in such a large team without lowering the standards across-the-board?

00:18:17: The light of fit were quite good at this.

00:18:20: Taking them to a side.

00:18:21: obviously we have like not... We don't like to call on performance groups really because they're more an accountability group Because everybody knows what they need to do.

00:18:29: It's what and what we find when we.. When we do these with groups or individuals is that They're just not doing the basics.

00:18:35: And then to getting them back on track and get them back to remembering, To do the basics usually within a few days that period The background track again.

00:18:44: So it's now so much we know.

00:18:46: We like to call him an accountant because all of this is done being accountable for

00:18:49: people in accountability.

00:18:50: Now as you've seen me You are in with old other leasing managers.

00:18:53: these guys are back flying again.

00:18:54: All suit was a little like right guys?

00:18:56: You don't what you need to Do.

00:18:57: let us go definitely Um...so yeah A big one For anyone out there.

00:19:01: Leasons very easy Get People Back On Track.

00:19:03: I genuinely believe it's just a game of basics.

00:19:05: It doesn't matter what area you're in, would you agree?

00:19:08: No matter how good they are everybody can sometimes have a bad couple weeks or a bad month and... Absolutely love a slump!

00:19:13: You know..you'll pay some stuff going on.

00:19:14: all your been on holiday you've got family old friends over.

00:19:17: you take your foot off the gas little bit.

00:19:18: you just gotta resetting.

00:19:19: And then get back

00:19:23: to What do our best leasing brokers Do before ten?

00:19:29: am that average brokers don't do all day?

00:19:32: Start work early, yeah.

00:19:33: They're not coming in at five to nine and getting a coffee and sitting down.

00:19:36: most of them that like you said some of the Eastland.

00:19:39: they're up at half seven eight o'clock, they are on their emails.

00:19:41: there's an hour or two hours ahead even me some mornings because I come in.

00:19:46: Yeah You know check my phone, check my email and they've been working from seven eight O'Clock in the morning.

00:19:51: so get enough fun getting ahead of it.

00:19:53: Imagine your trying to compete with that.

00:19:55: if you have another brokerage right now And you're trying to complete our broker who is two-hours ahead every day.

00:19:59: that compounds, you know what I mean and i know people go like.

00:20:02: well difference is making two hours ahead.

00:20:04: it makes a massive difference.

00:20:05: we're talking about price.

00:20:06: It's made some massive difference if your having conversation with an owner.

00:20:09: there are lots of big differences which...

00:20:11: We have alot in our office.

00:20:14: I'm usually in quite the area but then there's a good handful of them that are in way before me and they just even say to themselves, They get so much more work done in an hour or an half.

00:20:21: Also your phone is not pinging off their hook either?

00:20:23: Yeah

00:20:23: it's just... It would be great if you could go down by yourself as well because You've seen what our flow was like at.

00:20:28: the atmosphere updates now its brilliant But it can't be a little bit sometimes overwhelming for some people.

00:20:33: So If they can get in early in the morning Get on majority of stuff done By the time nine o'clock comes Its onto the money making activities then rather than

00:20:42: But even you see them flip it on the other side, I see some of them all arguing with each other at night about who's in office latest.

00:20:47: And

00:20:47: they will love their music!

00:20:48: Yeah

00:20:48: like no... The point is that we've got to think like Some.

00:20:51: these guys are in there till what?

00:20:52: Nine ten o'clock at night and i remember days when I used to do that and No one says that listen don't kid eachother on We're not in there until ten o clock a night working every single second but You get more done as long as your trickling through More work than grey.

00:21:04: How important Is speed In leasing?

00:21:07: Speed To lead Speed To viewing Speed To offer?

00:21:10: Very important because So you speed to a lead, that inquiry is probably inquired with four or five other people at the same time.

00:21:19: It's the first person.

00:21:20: get back and we'll get them booked out.

00:21:21: At least have their conversation.

00:21:22: Get them qualified.

00:21:24: If your not going to reply just one for fifteen or twenty minutes Well yeah fifteen-twenty minutes Someone already has.

00:21:31: I think speed very important Especially in the market today Because it will end up by People aren't patient.

00:21:35: People want things done yesterday Never mind tomorrow.

00:21:37: so they're really very important.

00:21:39: And i think a big thing.

00:21:40: brokers don't understand.

00:21:41: See, we see the sales board and think that clients care about who sold them most or who rented the most.

00:21:46: Clients don't know information.

00:21:48: they want quick responses in a good service.

00:21:51: That's it!

00:21:51: And this is why the metrics of the portals base us on.

00:21:54: It's never how much we've sold or rented.

00:21:56: They do all on WhatsApp response rate call answer rate email answer rate response rate All these sort stuff.

00:22:03: because client biggest pet peeve their biggest bugbear Is We Never Get Responses From Agents And its all fake stock.

00:22:11: That's what is across the market.

00:22:12: So we're in a very good position where, you know We've made it clear listen lead comes and you get on an ASAP.

00:22:17: Yeah And if you don't as Danny will say well give someone

00:22:21: else something else go.

00:22:23: What's the biggest difference?

00:22:25: In the leasing department today compared to the lesson Department three years ago

00:22:30: I think one of them main factors be structure because we've grown so fast in such a short space of time where sometimes, you can grow that quick and forget some fundamentals or basics.

00:22:40: Obviously yourself, Rick Neil have made sure it was taken care off.

00:22:44: So the managing team has got bigger trainers.

00:22:48: We've got a full-time leasing training there, just the support network for the agent.

00:22:51: So as Dave grown and we've grown as well The Managing Team is growing.

00:22:54: I think that's very important For the agents to know.

00:22:57: no one...I know from fact.

00:22:58: No one in our team ever complains.

00:23:00: That does never have any supports or they can't get hold of anyone Or no ones waiting more than couple minutes.

00:23:05: No agreed i'm certain on all the chats.

00:23:07: Do you remember when the leasing floor was under the sales floor?

00:23:10: When were altogether?

00:23:11: Now look at it like Leason had their entire own floor in the building on a fifteen thousand square foot office, fourteen thousand square feet of this.

00:23:18: And it's just something that you know.

00:23:20: so many people look down on a leasing team and these businesses because what they've done is got opportunistic thought.

00:23:25: if I can have certain amount bodies why would not them all doing sales?

00:23:28: Because I will earn me more money.

00:23:29: but for us we said see to be able.

00:23:31: there aren't ready for sale right now.

00:23:32: let get them at least and lets get him learning some of those.

00:23:35: stay and listen someone.

00:23:36: come to sales whatever they want.

00:23:37: do its their choice.

00:23:38: but lesons super important.

00:23:41: That's your next generation of buyers.

00:23:42: Your next batch of buyers that come through the door.

00:23:46: If you were starting again tomorrow with ten leasing brokers and wanting to become number one in Dubai, what would you focus on first?

00:23:54: Listens

00:23:55: Stock is king.

00:23:57: It has got to be isn't it?

00:23:58: I remember but like...that was the thing isn'it?

00:24:00: Just listings, listings, listing.

00:24:01: Still the things now.

00:24:02: Yeah

00:24:03: obviously its most important thing.

00:24:04: But then everything else will follow.

00:24:06: Obviously we've got much, much better cleaning their up and making sure that the listings are right.

00:24:12: And better pictures descriptions and everything else that goes with it for a hundred percent without listens is there's nothing because

00:24:18: you can't go down in the chain if your listings or no good know cause you're not going to get leads If you don't want me at least kind of do.

00:24:22: views can't do viewings Can't Get Offers can't Get offers can't Do deals and It's just so simple bit.

00:24:28: So many brokers try To overcomplicate.

00:24:32: What does The rest Of The industry Misunderstand about building a high-volume leasing operation.

00:24:41: I just think, look at some of the things that we trained and our associate directors.

00:24:46: like you know there's a reason... There is a good handful of them that started out in England and have done it nothing.

00:24:53: the youngest one was within a couple months.

00:24:54: so I've joined Intercept here.

00:24:56: yeah And I strongly believe that, you know the foundations are set for them at the beginning in leasing and they would train their right way.

00:25:04: They don't think it's a proper way to do that.

00:25:05: then when they've took the jump into sales...

00:25:07: They were prepped?

00:25:08: ...they were prept and ready for it.

00:25:09: You know they took with both hands as well on another one

00:25:12: Great great and he was great in leason Very

00:25:14: good in lease sales.

00:25:15: So is director within his first year?

00:25:16: Yeah so

00:25:17: i'm sure there will be probably couple more aswell and definitely a couple of more underway.

00:25:22: It's phenomenal that!

00:25:23: Um..and your buying along what you say.

00:25:27: What's the hardest part of your job?

00:25:29: Dealing with the stuff everyone else doesn't want to deal, I think.

00:25:33: Because again a lot of people and some people saying Rian always says to me that they don't know how you do your job because she sort of speaks quite closely all the time about it deals in business and this or that She understands sometimes like the things we have to go through and conversations whether its within agent with a tenant.

00:25:53: I don't enjoy it, but that's the bit.

00:25:59: We're there to help the agency and make money.

00:26:02: Sometimes things can go wrong And i spend half a day dealing with something.

00:26:05: thats not making us any money But its something that has to be done.

00:26:09: It is not the enjoyable part of your job.

00:26:11: Its just the path that needs to been done.

00:26:14: As much as you have do that You never complain about it.

00:26:16: Just crack on Danny, it's my last question here.

00:26:22: This is the one I'm ending with every person.

00:26:25: when you're eventually done With all of white and Co What do you want people to say waiting coast stood for?

00:26:33: The brokers?

00:26:34: Because i think like You always said if in the very beginning you've built this company into things that you'd do for the Company And they way he designed it and the where operators for the brokers Like no one else who's doing at the way you've done it in a way we are doing now We were doing yeah, there's nobody else is doing it that way.

00:26:51: Some people at the beginning might have thought it's not sustainable, It is not this.

00:26:55: I'm sure you've heard that all before ten times over a hundred times over but... ...it's an agency for the brokers and everything that you do to them like.. ..It is unbelievable really.

00:27:06: The commission structure of the coins or you know.... It goes on and on But there are companies for the agents so they can be as much money as possible.

00:27:16: Well listen mate, I genuinely appreciate this.

00:27:18: Um...I'm very blessed today to be getting all the directors doing one-to-ones in podcast with me which is fantastic!

00:27:24: I appreciate

00:27:25: that was all yeah?

00:27:25: Thank you.

00:27:26: No mate thank you we're gonna need subtitles for you but no Danny i really appreciate it and look forward to years and years of you smashing up at The Leasing Team.

00:27:34: Definitely

00:27:34: thanks pretty much.

00:27:35: Thanks mate

00:27:36: See ya soon.