Axons Unleashed Podcast Episode 8: “The Commando Approach to Property’ | Axon Property Group Skip to content
Axons Unleashed Podcast Episode 8: “The Commando Approach to Property’

Axons Unleashed Podcast Episode 8:
“The Commando Approach to Property’

Axons are part of the neuro-transmission system in the brain… they carry the spark between the neurons to fire the body into action!
This podcast will get your Axons fired up by our hosts Robbie, Tamara, Dan and Dane as they uncover the untold truths of what it really takes to successfully transition from the ADF, how to build a multi-million-dollar property portfolio, how to start a business as a veteran entrepreneur and how to more effectively communicate with your partner… while optimising your personal performance in every aspect of your life.

So what exactly is this core principle that Axon is built around? In this episode, Robbie details how his 10 years as a Commando officer taught him the unique skills and lessons that allowed him to develop his own highly successful method to playing the property game at the highest level.

Listen to Axons Unleashed:

TRANSCRIPT:

Robbie:
Good day, everyone. My name's Robbie. I'm joined here with Tamara and Dane and Dan. We're from Axon Property and welcome to our podcast called Axons Unleashed. How's everyone this morning?

Dan:
Pumped up.

Tamara:
Good morning.

Dane:
All right.

Tamara:
It's Dane's birthday today.

Dane:
Yes.

Tamara:
Happy birthday.

Dane:
No, no.

Robbie:
What are we-

Dane:
Getting older, mate, 36.

Robbie:
Late February 2021, 36.

Dane:
I look 26.

Robbie:
You are catching me, mate.

Dane:
[crosstalk 00:01:28].

Robbie:
You're one year closer.

Dane:
[inaudible 00:01:29]. Might be long.

Dan:
The percentage basis is shrinking every single time.

Robbie:
Hey, welcome to Episode 8. Today, we're going to be talking about something which really, really forms the basis and the heart and soul of what Axon Property Group's all about, is that it's the Commando Approach to Property Investing. For those that don't know, I spent my last 11-1/2, 12 years as a commando officer. So how can I now transition what I was taught, what I learned, what I experienced into making sure that this business can now operate at that absolute highest, dare I call it, elite level. So the Commando Approach to Property Investing. Dane, just quickly over to you, what did you think about that tagline when you first come across it?

Dane:
Well, obviously I was on the commando, far from that.

Robbie:
That's all right. That's the reason why-

Dane:
Couch commando.

Robbie:
That's the reason why I'm asking you.

Dane:
Mate, I guess, for me, I liked that it definitely had a relationship straight to defense, but in the end everything is planning, planning, planning, planning, planning, planning. If you don't fucking plan well, you're going to fuck it up.

Robbie:
Yeah, pretty much.

Dane:
I like that it's broke down to little micro steps there, but there's a lot of elements to it.

Tamara:
Seven seconds in and we've got an F bomb on.

Dan:
Yeah, this is not a PG [crosstalk 00:02:35].

Robbie:
And it wasn't me, for a change.

Dane:
I take that back. Yes. So it's fundamental and that's the nucleus when we talk about the strategy there, is planning is everything. If you don't have a plan in place, you'll find yourself in something that you would go, "How the fuck did I get over here?" It's something you can't afford or you're in a position where it's unviable. That's why I liked it, man. I liked it.

Robbie:
We all know about six Ps, prior preparation prevents piss-poor performance. It's simply about-

Dane:
[inaudible 00:03:05] plan, brief, execute, debrief.

Robbie:
Right.

Dane:
There's just so many.

Robbie:
Is that an Air Force thing?

Dane:
That's a RAAF one.

Robbie:
All right. Yeah. Right.

Dane:
Plan, brief, execute, debrief.

Tamara:
See, you've all got your own little acronyms. No wonder we can't keep up. We've got a glossary going in the office now for us civis that don't understand a lot of the lingo. Even a few times, we'll be in a meeting and I'll be like, "What's IoT again?"

Dan:
Just get the glossary out. What about the time, you just brought it up, for the civis out there? When you were sitting down with Robbie in the couch and you're like, "Let's learn to create our business here," and you're like, "We're going to call it the Commando Approach to Property." What did you think?

Tamara:
I love it. I love that tagline. Employing defense members is something that we are a hugely passionate about, not only for the supporting of veteran mental health, for giving people purpose after defense, for the wider community that we're trying to achieve, but also it's kind of a bit selfish, but we love hiring veterans because they're bloody awesome too as employees. They're great at planning. They're absolutely great at getting shit done. They're great team members, but they can also work on their own. They're great at leadership. They just get their hands dirty, get stuck into things. If you give them a project, they really take it on and just make it happen. That is something that, as much as I love our civi staff just as much, but it is a unique quality that you don't have to train that high-achieving, high-performance attitude because they already are that.

Robbie:
Yeah. So-

Tamara:
Yeah.

Robbie:
Go for it.

Tamara:
For anyone out there that is keen to look at employing veterans, I'm all for it. And I'll highly support that. There are so many people out there that are trying to help veterans get into the workforce after Defense, because people have lost their way a lot of the time when they get out, especially if it's not by their own choice. Finding a purpose and a passion again after Defense, it can be a struggle for a lot of people.

Robbie:
Yeah. So sort of just grabbed a whole lot of things that I learned from being in SOCOMD, I'm like, "Right. What does a Special Forces person look like?" They're carefully selected, they're trained well, they're equipped very well, and they're led well. That's the four things there. So just to wrap around what we're going to talk about today, the Commando Approach for Property Investing is all about having the best team members, giving that elite training, giving the best leadership, or half decent leadership, if I may, equipping them well with all the tools and techniques and skills that they need, but also then working with great supporting or organizations. We're just going to delve into all those a little bit today.

Tamara:
Absolutely.

Robbie:
Dan, you've been with us the longest from a leadership and teamwork perspective. How are you feeling by having veterans come into the business and being able to then just provide them direction and guidance on stuff and just know that you can effectively give them the rope to then go and do stuff?

Dan:
Yeah. Well, I mean, Tammy sort of spoke about the different language that we have anyway in the military. And then when people come in into Axon, talking to them about, "Okay, what's the next step to take?" We've got all this joint language that exists behind it anyway, so even if they don't understand what we're trying to do from a civilian speak perspective, we can always flip it on its head and be like, "Hey, you know when you used to do this type of activity?" Like a planning activity, for example. And I'll be like, "Well, we're just doing this bit, but in civilian speak it's called this, and in military speak it was called this. Same activity."

Tamara:
Well, I even had to Google what a sync matrix was.

Dan:
It's a Gantt chart, yes.

Robbie:
Good.

Tamara:
I was like, "What are you guys talking about?" And then I Google it and it comes up as a Gantt chart. I'm like, "Oh, you mean a Gantt chart." You guys were like, "What's that?"

Robbie:
We both learned something that day. I had never heard of the Gantt chart, you'd never heard of a sync matrix. And I'm like, "Well, there you go."

Tamara:
Yeah.

Dan:
It all fits together. So bringing people in from a defense background obviously has its perks with that common language and being able to, like Tammy said, give them a task, let them go. But one of the biggest challenges, I think, comes with being able to translate military to civi speak to begin with, so that they understand what's going on. That's where we've probably got a unique position in that we've come from a defense background, so we already know how to speak to these people. We're just now going through that pathway.

Tamara:
Yeah. Even on resumes, you'll see defense members short speak themselves, shorten themselves on the qualities that they have. The stuff that you guys learn in defense is huge in the civilian world. The transferable skills in that sense. Sure. Your actual job title might not be transferable, especially if you're dropping bombs or whatever job you were doing in defense like that, but essentially there's a lot of the skills and the mindset and the training and the leadership and all of those bigger qualities are transferable.

Robbie:
Yeah. I love it that I can just provide someone some direction and guidance and know they're going to follow it to the letter of the law, and if they don't they can ask questions and then they'll get it done by the time we need to get it done. So it's really, really reassuring from that sort of perspective. And one of my little taglines is Axon, we run the business in the [inaudible 00:09:00]. Now, having spent half my career as an [inaudible 00:09:01] and the other half as an officer, I can relate to what that looks like. But it's super relaxed. We pull the piss out of each other. You got to have fucking thick skin to work here. But when we need to go head down, bum up and get shit done, it's all hands to the wheel and away we go.

Robbie:
Have you felt like that, Dane? You might not have ever heard me say that saying before, but it's super relaxed and very easygoing, but when we need to get stuff done and there's a time sensitive activity that needs to occur, you drop everything and crack on.

Dane:
I think the work tempo is high. And if you don't have that bit where we talk about thick skin, you can never fake being defense. You know when someone's [inaudible 00:09:43]. Somebody who's like-

Dan:
You can't rinse that out [crosstalk 00:09:46].

Dane:
You can't rinse that out of them. They stink of it with all the lingo, all the-

Tamara:
Stink of it.

Robbie:
I reckon it's a fine aroma.

Dane:
Yeah. It's an acquired scent. No, it's really good, but if you don't have that lightheartedness and easygoing, you will possibly break, because if you are working in something that's quite stressful and the elements are quite full on, which is at Axon, like we really surge at some points and there's a lot of hours, a lot of tasks needed to be done, and everyone's got to... If you don't have that other element to you, I think it's almost like a catalyst that you could fucking tip over the edge. So having defense members. Because a lot of them work in those environments where it is high tempo and it's high stress and stuff like that. And then you meet so many, and they're always good blokes, 95% of them anyway.

Robbie:
And you.

Tamara:
As Noah said in the last episode, Noah jumped on quickly and our marketing manager, and she mentioned, being around high-performance, high-level teams, it kind of makes you step up and want to be part of that as well. It makes you want to be a high achiever as well, high-performance team.

Robbie:
Yeah. When you carefully selected those people to come and join you, join the business, and then would basically go on this immersive training environment, one of my little sayings, I'm like, look, when you go and exercise... and fuck, I've done thousands of exercises and a few deployments... you go to Shoalwater Bay, you go to high range, you go to bloody [inaudible 00:11:04] or whatever it's going to be, and you know no one's shooting at you and you go through the motions and you go there and you do everything at 75, 80, 85%. No dramas. Everyone listening to this right now go, "Yep, he's right." If you're really honest with yourself.

Robbie:
But when you go on operations, you're fucking doing everything at 110%. It is a two-way range. If the decisions you make and the way you conduct yourself could put yourself or others in danger, you're not missing anything. You're dotting your Is, you're crossing your Ts, you're always waking up on time. You're not laying there in your sleeping bag, knowing full well it's your turn on picket and then go like, "Fuck, I hope that nobody find me." You just lay there nice and still and then you get that little tap, hopefully on the toe and not anywhere else, like, "You're on picket." The three words that all of us hate, "You're on picket."

Dan:
Dane's in here going like, "What?"

Dane:
We've come to that again?

Tamara:
[crosstalk 00:11:52]?

Dan:
"Pick what?"

Dane:
I know that one.

Robbie:
Dane's like, the two words I remember is, "I'm not on picket."

Dane:
No.

Dan:
Room service.

Dane:
I was just going to say. You fucking go like, "Room service."

Dan:
Caviar.

Tamara:
Ding-dong.

Robbie:
But here's the thing. At Axon, we're on operations every day. We don't exercise. We're doing everything in 110%. This is not a rehearsal. The strategies, the conversations, the properties we find, the cashflow analysis that we introduce our clients to, it's all real. This is not a drill.

Dane:
[crosstalk 00:12:19].

Robbie:
I love having that sort of culture.

Dan:
And I suppose in almost closing out how we've got the best team members, we just need to go back and re-listen to the episode where we introduced Dane to you all and we said, "Hey, Dane. We think that you might be a good fit to come here and join us at Axon." I think the best way of describing it is I think we went on five dates before you even got a job offer.

Dane:
Yeah.

Tamara:
Yeah, you wondered if you were in the friend zone.

Robbie:
But you were completely unknown to us. But the other guys that have since joined us, and some of the girls, that were like no knowns. They sort of came in, saw the war a little bit, but we're very careful and selective with them.

Dane:
Yeah. And you pivoted your selection after me as well, right? I remember you saying like-

Tamara:
We're not going there again.

Dane:
Yeah. [inaudible 00:13:04] "We will never ever get [crosstalk 00:13:05]." I was thinking like, "Man, have I been that bad?"

Robbie:
No. It was just all about, you would appreciate because you didn't know what a success package was, you didn't know what a research brief was, you didn't know what a risk management plan, but the other guys and girls that have come on that have been clients and been through it already, even though they're seeing it from a complete 180 degree in perspective, which is still quite challenging for them, their ability to pick stuff up has been a lot more accelerated. But it's a huge shoutout to you, mate, and you should feel really proud of yourself that you've now accelerated through the property specialist roles and you're now a proper standup standalone coach by yourself, and you've got there in such a fast time, which is bloody amazing.

Dane:
I think the training, do you remember [inaudible 00:13:44] we were going on our five dates? Five dates, apparently.

Dan:
Was this date number two?

Dane:
We were quite on, but I talked about CPD. Because it's big in the military, right?

Tamara:
Mm-hmm (affirmative).

Dane:
Continual professional development. What are we doing to train our members? And I asked Robbie about it. I was like, "What CPD is." He was probably thinking, "Fuck. Who is this guy?" But he spoke about the entourage.

Robbie:
Yep.

Dane:
You did, and you said, "Mate, I've I've got that. That's [inaudible 00:14:07] that we are going to use them to be able to develop you." And I really like when that really came.

Tamara:
And we do.

Dane:
Yeah.

Tamara:
Like that's-

Dane:
There's so much good stuff you can get out of that.

Tamara:
That's not something we just bang the jump out in like our own lunchbox and say, "We're going to do this. We're going to do this." We actually do implement everything we learn. So we'll go down to workshops or we'll do Zoom recording workshops with them. We'll learn sales languages, marketing. We'll do customer journey stuff. We'll do leadership stuff. We'll do personality styles. So many different things that we learn and then we essentially get the team to learn, or we pass that training on. We do a lot of that training during our personal quarterly planning days, that kind of stuff. Growing our team from that personal development and professional development side has also been huge in growing our team to be the leaders that they are.

Robbie:
Yeah, because it's no good just the three or the four of us going to upskill ourselves if we're not then passing it onto the team, because the gap will just grow and grow and grow and grow. Because we then adopt a different mindset and a different viewpoint about the way things should run. And the team are like, "Why the fuck are they doing it that way? I thought we were doing it this way back." So we've got to allow everyone else to rise and bubble up as well, which is really cool.

Tamara:
But noting who we have hired, they absolutely excel when it comes to that. They love learning. We just did some Simon Sinek work with the team at the last quota. That was fantastic. Everyone just really embraced it. Now, I see James following him on Facebook and often shares some of his posts, or they'll copy a video link and post in our team chats. Things like that, just really growing as a person, like-

Dane:
Making it readily available was good too. We've got recordings and stuff. You can go on, you can watch sessions from that. I think it wasn't the last one, the one before where we had a blink. It was two days with them and they were covering all these different things and we could say, "Hey, I want to work on this more." As a bit of self-reflection as well for someone who goes like, "Oh, my terminology is not that great and I sort of struggle a little bit with public speaking," or whatever it is, able to identify that within and go, "Hey, when this does come up next time around, I want to do A, B and C." Push it up and say, "Is that cool?" And you're like, "Yeah, man, because we want to make sure that they are developing." And they will know. Everyone knows what they [inaudible 00:16:34].

Dane:
I think anyway, deep down you know. You might be able to be fake and make it or whatever you're trying to do, but in the end it will bubble out. So being able to self-identify that and go, "Hey, these are the things I want to be better at," and going forth and being able to get it-

Robbie:
My list is long and distinguished.

Dane:
[crosstalk 00:16:47].

Dan:
One of those key events that really stands out for me from an elite training perspective is when we brought the great [Pete Lackovic 00:16:56]... and that's a quick shoutout to you, mate... across to actually sit in the room with the team.

Tamara:
He is incredible. For anyone that hasn't seen his stuff, go follow him. He is amazing at all things sales, selling language. Yeah.

Robbie:
Just understanding why humans want to pay for a service or buy something, without feelings, if they're being sold to. Phenomenal.

Dan:
There's something completely underlying about all of Pete's stuff that it goes to, and it actually resonates with me more as a parent than it does in my role at Axon. Because literally everything that he speaks about comes from the forming of ideas and options and putting people in power from a very young age. So it comes down to the simple things like, "Hi James, you're having a bath. Do you want your red toothbrush or your green toothbrush tonight?" And he goes, "I'll have my green toothbrush." And all of a sudden there's no fights about bath, there's no fights about brushing of teeth, there's nothing like that, because he's just been given the options of what he is going to do anyway and he gets the best of both worlds.

Robbie:
It's a yes or a yes.

Dan:
So it's not just about, I suppose, the professional sense of this, but this is just a better way of communicating with other people from a baseline perspective.

Tamara:
Also, the underlying thing is you only coming from a place that if you can help someone, you can help them be better. You're not pushing something down their throat that they don't want.

Robbie:
James knows he has to brush his teeth every night, and it's good for him. So it's like, it's going to happen. Green toothbrush or red tooth. For those that don't know, James is Dan's three-year-old son. Give or take.

Dan:
He's getting there, yeah.

Robbie:
[crosstalk 00:18:30].

Dan:
I was sitting there thinking, does he really know he has to brush his teeth and it's a good thing for him? Probably not.

Robbie:
No, but you know it's good for him. So you're happy-

Dan:
But you know what? He still does it. Sometimes. At least 50% of the time, anyway. That's a pass mark.

Robbie:
But a lot of our clients are like, "Do I really need to buy this property? Do I really need to put a strategy together?" But because we know and we believe it's the best thing for them we're like, "This is what now needs to happen." And we coach and guide and mentor them along the way.

Dan:
[crosstalk 00:18:56].

Dane:
I suppose from that perspective, mate, when you're coaching, guiding, mentoring and leading people along their journey, that kind of becomes demonstrative of the fact that we need to have the best leadership, not only inside the business but for every single person that works on our team also needs to be an internal leader for our clients.

Robbie:
Yeah. It's amazing. Our job as the leaders of this business is to serve those underneath us, and our job is to grow more leaders. Enable those people beneath us to feel like they can do stuff by themselves and have autonomy and have that intrinsic motivation to achieve what other extrinsic goals they want.

Dane:
I think one of my first squadrons, so you take a lot of leadership... three of us will know that when you go into becoming an [inaudible 00:19:35] leadership-centric everything... and when I got out to my first squadron, I was saying something about doing my job, and my [inaudible 00:19:46] said, "It's not your job. You're there to make sure they can do their job. So you're in a position where you're enabling your troops to be able to do their things." So I'm their talking head. They need this, they need these resources this time. All that sort of stuff. So I find leadership is about you're like their extension arm. Realistically, you're able to go [inaudible 00:20:05] and so forth.

Dane:
But I think the other thing with leadership too is when you're guiding people and when people are going to that, we're not talking about buying a pair of shoes. They're investing in their future. They're about to commit a large amount of money. But in the end we know it's for the good of them. And the big picture is we want them to have a comfortable retirement in the backend. And I always say to you, Dan, I'm like, "Man, they're 20 meters down the road before anybody else." Because they've got rental assistance, they get government subsidies and so on and so forth. They're not getting that to go down and go and buy shares or anything like that. They're getting that in the residential housing market. So it's a no brainer.

Dane:
I think with you, I believe in that concept for them wholeheartedly, that they will be able to have a comfortable retirement by following that mantra. I guess, a lot of people, because foreign to them, they're scared. So if you're there and you're able to guide them, they can lean on you, all that sort of stuff. You're there to lead them through there, because it's a bit nerve wracking.

Dan:
Yeah. And you get so passionate about it, mate. I almost have a wry smile on my face every time when you're talking to someone and they don't get it or they're going to go down a different pathway and you're almost dumbfounded. You're like-

Dane:
What are you going to do, mate?

Dan:
What else are you going to do? How can you not do something? You must do something to improve your future.

Dane:
I'm always like, "Fuck. Tell me, man. I'll do it too if you've got something better going on. Because, honestly, I reflect over a lot of different asset classes and I can't see one being better for you."

Tamara:
Not that that's advice. We always go back to our... We do deal with some incredible-

Dane:
Just my opinion.

Tamara:
... incredible, specialists in their own space. So financial advisors, mortgage brokers, the people that are giving that actual advice. And that leads me to that. That's something like defense as well. We work with amazing team. And not just our internal team, but-

Dan:
Yeah. Strategically aligned partners as well.

Tamara:
That's right.

Robbie:
Let's talk about the skin in the game concept, because really we've come up with or own. When you've got skin in the game, you're there. You're playing the game. You've got the wins and losses and you ride with the highs and lows, et cetera. Get my little pop mic out the way. But it's something that we're really, really proud of, and it's another unique part of Axon. It's not as if we've identified the A-Team in the industry and we're using those ourselves, and then you, as our client, you just get the B-Team. Our job as your coaches is like, Right. We've done all that hard work. We've found the best mortgage broker. We've found the best solicitor. We've found the best builders. We've found the best property manager. Everyone and everything that you need as a non-negotiable to be successful in the property market.

Robbie:
We've not only found them inside Axon Property Group per se, so it's a group of businesses now working towards your financial success, but we use them ourselves. So if we've already done the hard work and if Deb's written four or five loans for me, or Shay's done three or four conveyances for us, or builder X, Y, and Z has built a house for Dan and a house for Dane and done an office fitout for us, for instance, I'd ask you all to concede, if it's good enough for us to use those people, and as experts in the field that have been doing a long, long time, sure as shit it should be good enough for you to be using those as well. I know there are clients that [crosstalk 00:23:10].

Tamara:
I've seen you over the years, be very selective.

Robbie:
Yeah. I've sacked some people from a service provision perspective, if they are not fucking up to scratch.

Tamara:
Absolutely. You are-

Robbie:
They get my [crosstalk 00:23:19] in the ass and they're gone.

Tamara:
You're a very tough controller of that. You're a very hard marker, I'd say.

Robbie:
Well, I've got to be. People are pay-

Tamara:
But that's our reputation.

Robbie:
That's right. People are paying us money, that they expect to get that outcome. So why not? Again, as a relatively new guy here, how did that make you feel when you found out that not only are we doing all the other training and all the other CPD, and we're selecting the best people and we've got an awesome environment and we're in the [inaudible 00:23:46] room, but we fucking do it from a skin in the game perspective, that we use the same people as what we ask our clients to use?

Dane:
Yeah. It doesn't get much more real than that, I guess. I always think about it as pack hunting mentality, while you're sitting there, you're there and we have a community of a few hundred people. Because, collectively, we're worth a lot, as a collective. Because if you're there and you're a real estate agent, you're like, "Oh, mate, now I'm not going to give. It's just half percent." Like, whatever the fuck. But you might be thinking of screwing over one person, and they're an outlier or whatever, but they are part of the community, which might be 200 clients, potentially. You know what I mean? So I always call it the pack mentality thing. You're moving as a big pack, which is good, because we've all sort of got each other's back and skin in the game and that sort of process there. But because you are doing that, it adds weight.

Dane:
If you're a [inaudible 00:24:36], you're like, "Man, these guys are awesome to work with. I'm going to do my utmost to keep them happy. I'm going to bend over backwards for them." Because you not doing it for one person, you're doing it for the community of them. So as we keep growing, keep doing that, it's a no brainer from a stakeholder point of view. You would want to come in and do a good job. Build really good houses, great floor plans, great fixtures and things. Because if you go around and you do a shitty job, like Robbie said, you get kicked to the curb. And not getting kicked to curb off one client. You're getting kicked to the curb from everyone and every potential client that's down the track. You've literally isolated yourself from that. So it's worth bending over backwards.

Tamara:
Yeah. If you thought we're selective about who we let into the business, then Robbie is even bloody harder with-

Robbie:
Literally. Case in point, I spoke to some clients on Saturday afternoon. They were able to secure their own block of land. The developer does things a little bit differently. They send the land contract directly to the client. They're like, "Hey, we've got this land contract. I thought the solicitor is going to review it for us before we sign it." I said, "No worries. Just send it across to the solicitor." All 22 fucking attachments, by the way. "Send it across the her. She'll provide the review." I speak to them on Saturday. They said, "Look, we still haven't got the review back from the solicitor yet." This is only 48 hours later. I said, "No worries. I'll just send a quick message now." This is Saturday afternoon. This solicitor is not a young [inaudible 00:25:52] chick. She's an associate and an award-winning solicitor firm here on the Gold Coast.

Robbie:
I'm like, "Hey, buddy. I'm just here with John and Lynn," for instance. I said, "Have you had a chance to sort of review their contracts?" She goes, "Look, it came in late a couple of days ago." She goes, "I can jump on it right now and do it if you want." I said, "No, mate. It's Saturday afternoon. Don't worry about it." Half an hour later, bang. Review is in their inbox. And they're like, "Holy shit." This is like a solicitor dropped everything on a Saturday afternoon to provide them the confidence that the contracts that they're about to sign were being reviewed by someone who's got their back and then they're moving forward and they're happy as Larry. It's just gold.

Dan:
Yeah. Well, I Remember the same solicitor that we're speaking about there. And Dane, this probably really goes back to your point as well. When Axon first started working with that group, she had had a week-long holiday in the Whitsundays plant and she was out cruising around. I know you're imagining it right now. She's on one of those sailboats, wearing all white, sailing through the Whitsundays, feeling amazing.

Dane:
Champagne. Sounds good.

Dan:
So she'd gone on this holiday. Dane's like, "Oh, sounds amazing."

Tamara:
I'm there.

Dan:
I want to be there too. Head up. So she was out there sailing around the Whitsundays and all of a sudden she got this message that said, "Hey, I'm really waiting on X or Y or Z." So she gets her laptop out while she's on her one week's holiday that she gets each year, apart from over the Christmas period, and she starts reviewing contracts while she's on this sailing boat in the middle of the Whitsundays, because she knew that from a reputation perspective and from a quality of work perspective, that's what needed to be done right there at that point in time. And she, as a leader within her team, the buck stopped there. If she wasn't going to get it done, then it wasn't going to get done, so she just up stumped. She was like, no worries. I'll get this done right now.

Dan:
And so that's the level of professionalism that I think we've come to expect from all of our key strategic teamwork there. Key strategic team, I should say. But yeah, on a Saturday afternoon, we'll be speaking to you. On a Sunday morning, sometimes we speak to you then as well. It might sound a little bit intense, but when you work with people that absolutely love what they're doing and have a passion for helping people and putting their clients very much at the forefront of their minds, it's not really work. It's just what you do. It's just your life. It's your lifestyle.Yeah. To be fair, from the solicitor, the accountant, financial planner, mortgage broker builders, reno manager, you name it... and this is another little shameless plug here but I'm just fucking speaking the truth, for a change I hear you all say... all of those people love Axons clients because we take the time to educate and coach and inform them along the way. Without fail, they're all like, "Your clients are fucking amazing." As opposed to other firms in the property industry, which respectfully just churn and burn. There was another firm we used to work with a long, long time ago, and they had an arm of their company whereby they go and do flyaway sessions down in Country Victoria and talk about finance or whatever that take a big [inaudible 00:28:50] bag down with them full of contracts and have people sign contracts for properties that they've only seen on the day on the spot.

Robbie:
I was like, "Are you fucking kidding me?" They'd get 20 or 30 people sign up, but then they get 15 or 20 people pull out a week later because they're shitting themselves because they had fucking no idea what they're doing. So it's just that slow is smooth, smooth is fast. There's a reason why our key suppliers and strategic partners down there, they love working with our clients. It's because of the time and effort that we put into our clients upfront, before we even go shopping for a property. So critical. So yes, it's a bit part of it.

Dan:
And, obviously, when we do see that property, it probably goes into the last little sentiment there, is making sure that they're equipped well. When we start talking about the location and where the property is and everything like that as well, it needs to be at that like upper echelon. It needs to be better than what you can find out there on the open market. It needs to be built by an amazing builder. It needs to be in exactly the right location to get you the greatest results. At the end of the day, as much as we can talk about our processes and the team that we've got all around us, when push comes to shove, people are here for a property as well.

Dane:
That's the asset.

Dan:
That's the asset that they get at the end of the day.

Tamara:
Yeah.

Dan:
It all comes down to it when we start talking about the skin in the game again. The latest property that I bought is four houses away. It's literally on the same street as one of my clients.

Robbie:
And they bought there because you bought there.

Dan:
Right at the same time.

Robbie:
Because you work in the industry as a professional. If it's good enough for you, damn sure it's going to be good enough for them, noting everyone's on their own journey, and luckily they're in a very buoyant financial position, like you are, Dan. So it's not a fit for everybody, but the concept remains true. It matters not. So it's-

Dan:
So It's making sure you still-

Tamara:
That is true, with every client is doing something totally different. People could always say to us, especially on the Wednesday Q and A's saying, "Where should I invest? Where should I invest?"

Robbie:
Where is the number one location in Australia?

Tamara:
Where is the number one-

Robbie:
Just tell us boys. Come on.

Tamara:
"Tell us the number one place for capital growth." But as you said, sometimes different locations have different rules of the road, different strategies, different risk elements. They're not for everyone. It does depend on each person's situation, their plan. And this is why we are so heavy on that planning stage, is making sure that when we are making a decision for someone, we're helping to guide them in a certain direction, we know the full plan. We know what their goals are. We know what their family planning situation is. We know where they plan to live, where they plan to move, when they plan to get posted, all of that kind of thing.

Robbie:
Literally, again, last night I had get a coaching session with some clients that have come around buying their second property with us, and they're really excited. They're both down in Canberra at the moment. They were looking at buying their own home down in Canberra, but then they thought, "Right. I'm going to have to spend $900,000 on this for the exact same property I can get elsewhere for five 550, 600." The value for money prospect just didn't stack up there. And I sort of said, "Look, you've got one property in Queensland, master planned community, booming population growth, et cetera, et cetera. That's just set and forget. Thanks for coming. I think you should then go and buy a property in another part of Southeast Queensland, which is miles and miles away from that one, so there's still an element of diversity." And the female, she was like, "So we thought we should go and buy in New South Wales or Victoria for our second probate to really get that diversity."

Robbie:
I guess, this is an opportunity whereby they were joining forces for the first time. She bought the property under her own name. The relationship was reasonably young at that stage. They've obviously grown and they got to that point. They're going to get married later on, so he's joining forces. And I was like, "Sure. You can go and buy a property down in New South Wales or Victoria, but here's the rules of the road. Say the block of land is $300,000. You're going to put 30 grand down on the block of land as a 10% deposit and sign contracts immediately with no finance clause."

Tamara:
There's no getting out of it.

Robbie:
Straight away, they look at me like, "Okay. Tell me more." And I said then, "The block, because there's no land down there available to register it so in the next six months or so, if your circumstances change even a little bit and you cannot settle on that block of land, they're going to keep your 30 grand. Gone. Lost forever. And sue you for damages. In Queensland, however, you can just put a thousand bucks down on a block of land, be fully protected by a finance clause, and then you sort of go away." They both looked at me and went, "Okay. We'll buy another one in Queensland." I said, "Look, don't get me-"

Tamara:
And it's not that you shouldn't invest down there.

Robbie:
Absolutely not.

Tamara:
It's their financial situation or their future planning or their risk mitigation.

Robbie:
Their risk profile was there, Tammy. You're absolutely right. So I said, "Look, don't get me wrong. Once we've got your two properties in Southeast Queensland, we shall venture elsewhere for property number three, before you guys want to pivot towards sort of [inaudible 00:33:34] with one and two coming in your life, but you'll have so much more solid foundation by then that you have the confidence, but you also have the portfolio that can support an increased level of risk." "Okay. No worries. Let's do that." I love that part of the coaching session, just literally taking all that fundamental and generic principles and information and applying it to everyone's circumstance.

Tamara:
At the end of the day, it's always their decision. You can help guide them in these situations, but even by sharing that information, they potentially could have gone down there. If they were doing that on their own and they had just gone, "Okay, well let's just go do this. Let's go buy this buckle. We've done it before in Queensland. It's probably the same." Not really knowing the ins and outs and then just gone, "Oh, let's do that. Oh, we didn't check for a finance clause."

Robbie:
Didn't read the fine print, yeah.

Tamara:
"Oh, now we're stuck. Oh, Robbie, what's this? We did it on our own and now this has happened."

Robbie:
It almost goes back to the previous episode, Dane, when you get so passionate and maybe a little bit frustrated, in the name of passionate and wanting to help people, you're like, "Why are you trying to do this by yourself? Why?"

Dane:
I think because there's so many elements that go into it. Like talking about that. Like what location. Like [inaudible 00:34:44] "Oh, well. We'll just go buy down there." But yeah. Well, there's an element of risk. Your risk portfolio will go up. How buoyant are you financially be able to handle that risk? How confident are you? There's so many little things. But in the end, reiterating what Dan said before, everything is building up to this one thing, that we're going to get this really good asset. We need to have an asset there that in the end, someone's going to walk through and go, "This is fucking awesome. This is awesome." Or "I want to live here, right here."

Dane:
And then that's when the money... when we're starting to look at like, "Okay, now we're going to start to go into that operation phase." Because that's what we're here for. There are so many micro-elements that lead to that, and we want to make sure we get them all right, or else if we fuck one up we could be over in left field or right field. We don't want to be there. But it all comes down to that. In the end it's this asset. That's what the name of the game is, having a really good asset in a great location that people want to rent and they're going to get really good cashflow from. And they're going to be able to leverage from that into whatever they want to do next.

Robbie:
But the only way they can do that is by having the right financial structure in place because good property investors don't just buy houses or property, they buy time by having the right financial structure. Because, otherwise, that operation phase is going to be extremely short. Because if you have to sell that property, you kill the goose that lays the golden eggs and you'll never buy another one after that.

Dane:
Because I always have that three. Every time I coach, I always say, "There's three elements we'll always be looking at here. One is going to be your property, the other is going to be time, and the other will be finance. All three of those will meet at certain point and that's when we pull on the trigger." They need each other. They need each other. I don't care if you turn around and say, "Oh, well we have to do this." But if your finances are not in check or it's not the right time, the banks won't give you any money. Or that property is a dud. They all need each other. They need to marry up together to get you guys the best situation.

Robbie:
And it all revolves around your strategy. It revolves around strategy, timeline, sync matrix, decision points, you name it. Once you get that right, your fucking world is your oyster and away you go.

Dane:
Yep. Absolutely.

Robbie:
What do you reckon, mate? Wrap this up.

Dan:
Yeah, absolutely. Well, that strategy that we just spoke about there is right at the nucleus of what is the Commando Approach to Property from that perspective. For me, I think that one of the resonating themes that we've spoken about is the professionalism of all of those around us and their ability to really exceed expectations. So making sure that it's not just like, as you put forward, Tammy, "Hey, I've tried to have a crack at this myself and I've got a mediocre result." It's like, "No. I'm going to get the professionals on my side, so that I get an above average result and give myself the very, very best chance of success from that perspective."

Dane:
No brainer.

Tamara:
Absolutely.

Robbie:
Yeah. Top stuff. All right. What a cracker little episode. That was like little rapid fire stuff. We went on a few little tangents here, but hopefully you guys have got a little insight now into what the Commando Approach to Property Investing is all about. All right. Thanks, Dan. Thanks, Tammy. Thanks, Dane.

Tamara:
Bye.

Dan:
Bye.

Dane:
[crosstalk 00:37:20].

Robbie:
See you next time. Thanks.

Robbie:
Hey, thanks for tuning into today's podcast. If you enjoyed listening, make sure you give us a five-star rating, hit subscribe, so you'll be first in line to get it in your inbox every week on a Tuesday. Whilst you're at it, open up your favorite social media app, be that Facebook, Instagram, LinkedIn, and YouTube, and connect with Axon Property Group. This is where you see us every day, sharing the secrets of creating multimillion dollar property portfolios and performing to the highest levels of your life. You'll get exclusive behind-the-scenes access to what it really takes to build a life that you love. You'll also discover how to secure your financial future as an ADF member or veteran, and I assure you your future self will love you for it. Thanks again for listening, and that's a wrap.

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