400 Cold Calls a Week and a Listing Won at an Airport - Michael Clarke #116

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.

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General information only. Not financial, tax, legal or credit advice. Bothsides is not a mortgage broker or credit provider.