1
00:00:00,840 --> 00:00:03,280
Ladies and gentlemen, please 
take your seats. 

2
00:00:03,360 --> 00:00:05,840
The show is about to begin. 
Fahan let's. 

3
00:00:05,840 --> 00:00:14,040
Let's get down to business. 
Hello everyone and welcome to 

4
00:00:14,040 --> 00:00:16,440
another episode of Golden 
Nuggets with me, your host 

5
00:00:16,440 --> 00:00:19,640
Sylvia El Dawi. 
Today I'm joined by Farhan Ali 

6
00:00:19,640 --> 00:00:24,480
who has sold over 4 billion 
worth of real estate. 

7
00:00:24,680 --> 00:00:29,080
He is the founder and CEO of 
Ever Nest Real Estate LLC 

8
00:00:29,640 --> 00:00:32,560
Welcome to the show, Farhan. 
Thank you, Sylvia, I'm very 

9
00:00:32,560 --> 00:00:35,160
happy to be here and I hope 
you'll have a good episode. 

10
00:00:35,160 --> 00:00:36,880
Today we're going to have a 
great episode because you're 

11
00:00:36,880 --> 00:00:40,600
going to talk to us about Off 
Plan, which is the hot topic 

12
00:00:40,600 --> 00:00:43,280
right now. 
A lot of people making a lot of 

13
00:00:43,280 --> 00:00:45,280
money. 
We just need to say, you know, 

14
00:00:45,280 --> 00:00:48,240
people have heard of the name 
Everness, not to be confused 

15
00:00:48,240 --> 00:00:52,160
with Everness Holiday Homes, who
were in the press for doing some

16
00:00:52,160 --> 00:00:55,200
very naughty stuff. 
You actually chose the name 

17
00:00:55,200 --> 00:00:57,160
without realizing there was a 
history. 

18
00:00:57,680 --> 00:01:01,680
Well, yeah, so it's very 
important to know for everybody.

19
00:01:01,680 --> 00:01:05,680
And during the COVID lockdown, I
actually came up with this idea 

20
00:01:05,680 --> 00:01:09,240
that I'm not finally travelling 
around the world, so I should 

21
00:01:09,440 --> 00:01:11,880
start my own real estate agency,
right? 

22
00:01:12,280 --> 00:01:15,120
So I did my research and I 
checked with the DED department 

23
00:01:15,120 --> 00:01:17,000
as well. 
There was no such name in the 

24
00:01:17,000 --> 00:01:20,680
market. 
So about one year later, I found

25
00:01:20,680 --> 00:01:23,160
out on the news and some people 
started calling me, you know, 

26
00:01:23,160 --> 00:01:24,720
including friends and 
colleagues. 

27
00:01:24,800 --> 00:01:26,720
What did you do? 
I said, what's happening? 

28
00:01:26,880 --> 00:01:27,920
It wasn't me. 
Yeah. 

29
00:01:28,680 --> 00:01:32,280
So the company somehow had the 
same first name, but they were 

30
00:01:32,280 --> 00:01:34,680
doing only short term rental, 
holiday, holiday homes. 

31
00:01:35,080 --> 00:01:38,200
So I even you know, like I got a
call from Kilich Times. 

32
00:01:38,200 --> 00:01:40,640
Would you like to say something?
And there was an article as well

33
00:01:40,640 --> 00:01:43,440
where I said I have no 
affiliation whatsoever with this

34
00:01:43,440 --> 00:01:45,960
company. 
And we are registered in DED as 

35
00:01:45,960 --> 00:01:49,880
a real estate LLC company. 
We do buying, selling, long term

36
00:01:49,880 --> 00:01:53,160
rentals and property management.
So no short term rentals. 

37
00:01:53,160 --> 00:01:55,880
Exactly, and I don't have any 
plan to do so. 

38
00:01:55,880 --> 00:01:57,560
So. 
There you go. 

39
00:01:57,920 --> 00:01:59,320
OK. 
So can you tell us a bit about 

40
00:01:59,320 --> 00:02:02,840
your background and how you got 
into how you became one of the 

41
00:02:02,840 --> 00:02:06,040
off plan superstars? 
Yeah, So very interesting. 

42
00:02:06,040 --> 00:02:09,240
So my sister moved here back in 
1997. 

43
00:02:09,400 --> 00:02:12,760
So basically I had an 
opportunity to visit her in 2011

44
00:02:13,040 --> 00:02:16,320
and I came here for 30-40 days 
and I saw what's happening in 

45
00:02:16,320 --> 00:02:18,120
Dubai. 
So basically, can I? 

46
00:02:18,200 --> 00:02:19,800
Can I? 
Just say if my sister was here 

47
00:02:19,800 --> 00:02:23,880
from 1997, my opportunity to 
visit would be in 1997. 

48
00:02:26,080 --> 00:02:30,160
Well, yes, I think I was in 
military school. 

49
00:02:30,160 --> 00:02:33,360
So basically the the schedule 
was very tight until high 

50
00:02:33,360 --> 00:02:35,240
school. 
I was, you know, going early 

51
00:02:35,240 --> 00:02:37,240
morning 5 and coming back home 
at 4:00. 

52
00:02:37,240 --> 00:02:39,840
So never even thought about, you
know, leaving the country. 

53
00:02:39,840 --> 00:02:43,040
So basically, yeah, lucky enough
to get an opportunity visit 

54
00:02:43,040 --> 00:02:46,800
here. 
I saw real estate tourism, these

55
00:02:46,800 --> 00:02:48,920
two, three industries were very 
dominating. 

56
00:02:48,920 --> 00:02:52,040
And I was like, OK, I've got 
finance background and I'm 

57
00:02:52,040 --> 00:02:54,000
planning to do masters in 
finance as well. 

58
00:02:54,440 --> 00:02:57,680
So, so maybe you know, in future
if I would come here, I want to 

59
00:02:57,680 --> 00:03:01,880
give it a try because as per my 
academic background, I wanted to

60
00:03:01,880 --> 00:03:04,360
be accountant or chartered 
accountant or something. 

61
00:03:04,680 --> 00:03:07,520
And that's what I did when I 
moved here in 2013. 

62
00:03:07,720 --> 00:03:11,320
I started as an accountant in 
one of the real estate in the 

63
00:03:11,320 --> 00:03:13,320
very next building where my 
office is today. 

64
00:03:13,800 --> 00:03:18,400
And within six months, my focus 
was I'm not going to run the 

65
00:03:18,400 --> 00:03:20,920
books for these guys. 
I want to get into sales. 

66
00:03:21,080 --> 00:03:23,960
Is it because you were seeing 
the numbers that were coming out

67
00:03:23,960 --> 00:03:26,360
of the accounts department? 
Not really. 

68
00:03:26,360 --> 00:03:28,120
Only the numbers. 
Yeah, the numbers are always 

69
00:03:28,120 --> 00:03:29,760
amazing. 
You know, you see how the guys 

70
00:03:29,760 --> 00:03:32,760
are making money. 
But I think for me it was more 

71
00:03:32,760 --> 00:03:36,880
like, OK, you have to go out. 
You know, you're networking with

72
00:03:36,880 --> 00:03:39,320
different people. 
You're, you know, you're not in 

73
00:03:39,320 --> 00:03:42,720
one place because I'm not the 
person, you know, who would sit 

74
00:03:42,760 --> 00:03:45,840
all day in the office, even 
though my job was to sit in the 

75
00:03:45,840 --> 00:03:48,600
office as an accountant. 
But I started going out with 

76
00:03:48,600 --> 00:03:51,280
some agents, you know, we'll 
take permission from the CEO. 

77
00:03:51,280 --> 00:03:54,000
Can I go, you know, hang out 
with these guys, how they're 

78
00:03:54,000 --> 00:03:55,200
doing viewings and all that, 
that. 

79
00:03:55,760 --> 00:03:59,360
And I asked one of my, you know,
agent, can I do this viewing? 

80
00:03:59,360 --> 00:04:01,360
Can I, you know, do a tour with 
the client? 

81
00:04:01,360 --> 00:04:07,200
And in few weeks I knew that, 
you know, I need to, I need to 

82
00:04:07,200 --> 00:04:10,880
try my luck and definitely not a
good start. 

83
00:04:10,960 --> 00:04:13,760
First year was only rentals 
without license. 

84
00:04:13,760 --> 00:04:18,200
So basically I was doing JLT, 
Dubai, Marina, all the areas 

85
00:04:18,200 --> 00:04:21,680
basically which were connected 
to public transportation. 

86
00:04:22,160 --> 00:04:24,840
And I had my luck, first rental 
in three months in jail. 

87
00:04:25,440 --> 00:04:29,960
It was a Walid properties tower 
in GLT managed properties. 

88
00:04:30,720 --> 00:04:35,280
And from there I thought, you 
know, I will be really looking 

89
00:04:35,280 --> 00:04:38,160
forward into real estate as a 
full time career. 

90
00:04:38,840 --> 00:04:44,240
But again, very rough time. 1st 
1 1/2 years hardly closed, 1-2 

91
00:04:44,240 --> 00:04:47,600
sales and 5-6 rentals. 
But then again, that's what keep

92
00:04:47,600 --> 00:04:50,880
kept me motivating that, you 
know, this is the beginning and 

93
00:04:50,880 --> 00:04:53,680
this is not something that I 
wanted to do, but now I'm, you 

94
00:04:53,680 --> 00:04:55,960
know, getting into this. 
You're getting into this so. 

95
00:04:56,480 --> 00:05:03,320
Yeah, By the end of 2015, I was 
more driven by the idea of that.

96
00:05:03,320 --> 00:05:05,680
You know, it's more like your 
business. 

97
00:05:05,680 --> 00:05:08,120
You know, you are responsible 
for everything, what you do. 

98
00:05:08,560 --> 00:05:13,720
And it's been amazing so far, 
almost nine years now. 

99
00:05:14,440 --> 00:05:17,200
And so at what point? 
So you had quite a rough start, 

100
00:05:17,200 --> 00:05:21,840
which is most people do tend to 
start in rentals, then they 

101
00:05:21,840 --> 00:05:25,000
might move on to secondary and 
then off plan or stay in 

102
00:05:25,000 --> 00:05:27,080
secondary or they might go up a 
few grades. 

103
00:05:27,080 --> 00:05:31,640
So when did you get your break 
into big money real estate? 

104
00:05:32,280 --> 00:05:36,880
So basically around after two 
years of my experience in 2017, 

105
00:05:37,240 --> 00:05:41,040
I started looking out for 
options with the, you know, like

106
00:05:41,040 --> 00:05:43,120
exclusivity. 
I would call and I would offer 

107
00:05:43,120 --> 00:05:47,040
my services that look, I don't 
have much of a big portfolio to 

108
00:05:47,040 --> 00:05:49,840
manage right now, so I can 
concentrate on your property 

109
00:05:49,840 --> 00:05:51,920
very well. 
It's not only going to be 

110
00:05:51,920 --> 00:05:53,600
portals. 
I'm going to do e-mail 

111
00:05:53,600 --> 00:05:55,960
marketing. 
I'm going to do something 

112
00:05:55,960 --> 00:05:58,920
different than other agents to 
promote your property. 

113
00:05:59,240 --> 00:06:02,960
And at that time there was no 
Instagram, there was no social 

114
00:06:02,960 --> 00:06:04,680
media where you can do a 
property tour. 

115
00:06:05,000 --> 00:06:07,120
So basically I started 
maintaining relationship with 

116
00:06:07,120 --> 00:06:10,160
the building security. 
You know, if anybody come here 

117
00:06:10,160 --> 00:06:13,400
and ask, you know, is there a 
property for sale, just give 

118
00:06:13,400 --> 00:06:15,600
them my number and now we'll 
give them a tour. 

119
00:06:15,840 --> 00:06:20,800
So one of the deal which really 
excites me is one of the client 

120
00:06:20,880 --> 00:06:24,360
Emirati visited from Sharjah 1 
building in Dubai Marina, 

121
00:06:24,680 --> 00:06:26,280
Marina, Diamond three to be 
precise. 

122
00:06:26,960 --> 00:06:29,320
And he has the security. 
I like this building. 

123
00:06:29,320 --> 00:06:31,400
It's very close to metro 
station, very close to the 

124
00:06:31,400 --> 00:06:33,240
beach. 
Do you have something here? 

125
00:06:33,240 --> 00:06:36,320
He's like, I know one agent 
who's got a very beautiful 

126
00:06:36,320 --> 00:06:38,440
property here, one bedroom 
around 900,000. 

127
00:06:39,080 --> 00:06:44,360
So it was just, you know, like a
very shocking experience for me.

128
00:06:44,560 --> 00:06:47,680
He came directly from the 
building to our office and in 30

129
00:06:47,680 --> 00:06:50,120
minutes he said, OK, I want to 
sign the MOU. 

130
00:06:50,960 --> 00:06:53,480
So it included, you know, 2% 
Commission from the seller and 

131
00:06:53,480 --> 00:06:55,760
2% from the buyer. 
So it ended up becoming, you 

132
00:06:55,760 --> 00:06:59,760
know, a $10,000 worth of 
Commission because before I was 

133
00:06:59,760 --> 00:07:05,320
doing very little money, 5010 
thousand 15,000 maybe selling a 

134
00:07:05,320 --> 00:07:08,040
property of 6700, but 
commissioned shared with the 

135
00:07:08,040 --> 00:07:13,240
company. 
So that sale actually was very, 

136
00:07:13,240 --> 00:07:17,560
very, you know, like a big 
turnover for me that OK, I need 

137
00:07:17,560 --> 00:07:21,960
to sell 2 every month, maybe 
three, maybe four and within 

138
00:07:21,960 --> 00:07:26,080
next one week, 10 days since, 
you know, I believe in, you 

139
00:07:26,080 --> 00:07:30,040
know, building relationships. 
I had a banker who approached me

140
00:07:30,040 --> 00:07:32,560
that I have a client who's 
sitting with three million cash.

141
00:07:32,600 --> 00:07:35,920
Do you have anything nice? 
I mean, what do you mean by 

142
00:07:35,920 --> 00:07:37,160
nice? 
You know, like tell me 

143
00:07:37,160 --> 00:07:38,360
straightforward. 
What do you need? 

144
00:07:38,360 --> 00:07:41,400
He's like, I need a good deal. 
I said why don't we split this 

145
00:07:41,400 --> 00:07:44,840
money into two, three properties
so he can have more rental 

146
00:07:44,840 --> 00:07:47,680
income and as well as if he 
would like to exit in near 

147
00:07:47,680 --> 00:07:49,560
future, he can sell one of the 
properties. 

148
00:07:49,640 --> 00:07:51,920
Yeah, right. 
So I gave him a two-bedroom in 

149
00:07:51,920 --> 00:07:53,720
Global Lakeview for about a 
million. 

150
00:07:53,800 --> 00:07:56,120
Very good deal. 
And a studio in for John and 

151
00:07:56,400 --> 00:08:01,040
another studio in for John. 
And that was like a deal of 

152
00:08:01,680 --> 00:08:04,480
2,000,000. 
So basically the success didn't 

153
00:08:04,480 --> 00:08:06,640
happen like from 1,000,000 to 10
million. 

154
00:08:06,840 --> 00:08:09,800
It was all about having three 
deals. 

155
00:08:09,800 --> 00:08:13,240
And then I got another listing 
of a townhouse in JVC and then a

156
00:08:13,240 --> 00:08:16,480
villa for 4 million. 
So it just kept going, kept 

157
00:08:16,480 --> 00:08:21,280
going. 
And that's where around 2019 I 

158
00:08:21,440 --> 00:08:26,760
got into big stuff selling full 
floors and then started talking 

159
00:08:26,760 --> 00:08:30,600
about full buildings and I 
definitely hit all my targets. 

160
00:08:30,600 --> 00:08:33,120
You've moved your way around the
Monopoly board, so yeah. 

161
00:08:33,280 --> 00:08:35,760
Yeah, yeah. 
So basically that's where around

162
00:08:35,760 --> 00:08:42,640
2018 I saw that the the need for
most of the investors are very 

163
00:08:42,640 --> 00:08:45,720
like clear, they want to get 
into off plan and what is off 

164
00:08:45,720 --> 00:08:49,760
plan back in 2018 nineteen 
nobody would expect that your 

165
00:08:49,760 --> 00:08:52,680
property will be double. 
We were working on very regular 

166
00:08:52,680 --> 00:08:56,520
numbers, you know like you get 
into an off plan which is not a 

167
00:08:56,520 --> 00:08:59,680
developed location. 
And around that time, Maidan 

168
00:08:59,680 --> 00:09:04,800
area in general was announced in
2015, but nothing much was 

169
00:09:04,800 --> 00:09:08,440
happening there, right? 
So basically MBR city, they 

170
00:09:08,440 --> 00:09:11,240
divided into District 1, 
Muhammad bin Rashid Al Maktoum 

171
00:09:11,240 --> 00:09:13,600
city and then Shobha Heartland 
and Azizi Rivera. 

172
00:09:14,120 --> 00:09:19,480
And 20/17/18, this area was the 
most selling and the most hot 

173
00:09:19,480 --> 00:09:22,080
topic for everyone because it's 
just across the downtown. 

174
00:09:22,360 --> 00:09:26,320
And it was the first time that a
gated community was coming so 

175
00:09:26,320 --> 00:09:29,600
closer to the Burj Khalifa and 
downtown district. 

176
00:09:30,160 --> 00:09:33,880
And this is where I was like, 
OK, I'm going to just sit here, 

177
00:09:33,920 --> 00:09:36,760
dominate. 
I'm not looking at JVC Marina or

178
00:09:36,760 --> 00:09:39,280
all the other areas where 
projects are coming. 

179
00:09:39,720 --> 00:09:43,040
And the community was obviously 
one of its kind. 

180
00:09:43,360 --> 00:09:46,160
For the first time ever in 
Dubai, there was a concept of 

181
00:09:46,160 --> 00:09:49,880
Crystal Lagoon, man made lagoon,
which is also of seven 

182
00:09:49,880 --> 00:09:53,280
kilometer. 
So it was a very, you know, like

183
00:09:53,280 --> 00:09:55,520
exciting opportunity for 
investors as well. 

184
00:09:56,080 --> 00:09:59,280
And I, you know, started with 
this first transaction in that 

185
00:09:59,280 --> 00:10:03,560
community was 5 units for one of
my client and then started doing

186
00:10:03,560 --> 00:10:07,480
my research, my numbers and just
discussing with the investors. 

187
00:10:07,840 --> 00:10:11,440
So secure two buildings for one 
of the investors. 

188
00:10:11,760 --> 00:10:15,200
And from there I got referrals 
and everybody was like, this is 

189
00:10:15,200 --> 00:10:19,320
a good opportunity because if we
talk about number wise, 1500 

190
00:10:19,320 --> 00:10:22,840
dirham per square feet, you can 
have a Burj Khalifa view and you

191
00:10:22,840 --> 00:10:25,560
can have a lagoon and you can 
have a world's biggest shopping 

192
00:10:25,560 --> 00:10:27,400
mall Maidan. 
At that time it was all 

193
00:10:27,400 --> 00:10:30,880
announced the same time. 
So basically that's how the off 

194
00:10:30,880 --> 00:10:33,440
plan started. 
OK. 

195
00:10:33,920 --> 00:10:38,520
And how did you set up Evernest?
So Evernest very interesting, 

196
00:10:38,520 --> 00:10:42,280
like we discussed in the 
beginning of the show, so around

197
00:10:42,280 --> 00:10:46,920
2019, you know, I've done around
200, two, 150 million times of 

198
00:10:46,920 --> 00:10:51,680
sale and I'm looking at most of 
the companies how they were, you

199
00:10:51,680 --> 00:10:54,560
know, developing their strategy 
to to sell off plan. 

200
00:10:55,080 --> 00:10:58,720
And my thing was like, I always 
wanted to think different than 

201
00:10:58,720 --> 00:11:01,400
others. 
We are in one of the best cities

202
00:11:01,400 --> 00:11:03,080
in the world. 
Everybody keeps saying the 

203
00:11:03,080 --> 00:11:05,800
safest, the best, the luxury, 
the lifestyle. 

204
00:11:06,000 --> 00:11:09,440
So why not promote the same 
outside Dubai? 

205
00:11:10,080 --> 00:11:12,600
So one of the developer, the 
Mac, they are very strong. 

206
00:11:12,600 --> 00:11:15,880
They have been doing Rd. shows 
since 2004. 

207
00:11:16,520 --> 00:11:20,240
They would set up a, you know, 
nice stand in Nigeria, in other 

208
00:11:20,240 --> 00:11:22,040
countries and they did good 
numbers. 

209
00:11:22,440 --> 00:11:26,000
So I was like, OK, I need to 
start going out for that. 

210
00:11:26,320 --> 00:11:29,160
If I discuss my plan with some 
of the directors or the 

211
00:11:29,160 --> 00:11:32,320
companies I was working in, they
were not so motivated or sure 

212
00:11:32,320 --> 00:11:34,760
about it even though I brought 
them some results. 

213
00:11:35,240 --> 00:11:40,520
So COVID came and, you know, it 
was a very frustrating period 

214
00:11:40,720 --> 00:11:45,240
for everyone sitting at home. 
And that time, you know, I was, 

215
00:11:45,280 --> 00:11:47,040
I just started cooking some 
ideas. 

216
00:11:47,040 --> 00:11:50,640
OK, this is the time where I 
don't have any responsibilities,

217
00:11:50,640 --> 00:11:54,240
where I know you don't need to 
look for deals for investors or 

218
00:11:54,440 --> 00:11:58,080
resell their properties. 
You know, not not much was 

219
00:11:58,080 --> 00:12:01,280
happening. 
So I approached the security of 

220
00:12:01,280 --> 00:12:03,440
the same company where I was 
working and I said, do you have 

221
00:12:03,440 --> 00:12:06,960
an space here for office? 
And he said, of course, you 

222
00:12:06,960 --> 00:12:09,800
know, COVID, we have some space 
left, no clients. 

223
00:12:10,320 --> 00:12:11,880
I said, I would like to sign an 
agreement. 

224
00:12:12,120 --> 00:12:14,040
And they were like, are you 
crazy? 

225
00:12:14,160 --> 00:12:17,360
This is lockdown period. 
Nobody is planning to invest. 

226
00:12:17,760 --> 00:12:21,640
I said, listen, I'm talking 
about opening a real estate 

227
00:12:21,640 --> 00:12:24,040
company. 
I'm not opening, you know, a 

228
00:12:24,040 --> 00:12:26,480
product which has demand now or 
later. 

229
00:12:26,480 --> 00:12:29,000
Real estate is something that 
everybody needs real estate in 

230
00:12:29,000 --> 00:12:31,440
their life. 
You know, this is like a long 

231
00:12:31,440 --> 00:12:34,360
term thing, pandemic. 
Or no pandemic. 

232
00:12:34,360 --> 00:12:35,880
You knew that there was going to
be. 

233
00:12:36,720 --> 00:12:39,080
Yeah, definitely. 
You know, most of the things, if

234
00:12:39,080 --> 00:12:42,480
we look at the history in Stock 
Exchange or real estate or any 

235
00:12:42,480 --> 00:12:45,440
other business which includes 
farming, when the situation is 

236
00:12:45,440 --> 00:12:48,280
bad, everybody's panicking. 
That's where a lot of people do 

237
00:12:48,280 --> 00:12:51,360
mistakes and they lose money. 
Whoever can, you know, pass 

238
00:12:51,360 --> 00:12:55,000
their time and control their 
emotions and feelings, good 

239
00:12:55,000 --> 00:12:58,960
times is always there, right. 
So started in the middle of June

240
00:12:58,960 --> 00:13:04,160
when the lockdown was little bit
relaxed and opened my office on 

241
00:13:04,160 --> 00:13:07,920
20th of September 2020, the year
to remember. 

242
00:13:08,400 --> 00:13:10,560
We will not forget that year. 
Yeah. 

243
00:13:11,560 --> 00:13:13,960
So basically that's how it 
started. 

244
00:13:14,120 --> 00:13:17,280
And I didn't have any plan to 
have a big team in the 

245
00:13:17,280 --> 00:13:19,160
beginning. 
I just wanted to pick, you know,

246
00:13:19,200 --> 00:13:23,200
admin stuff and few agents with 
the reference and also to hire 

247
00:13:23,200 --> 00:13:27,240
freshers and train them. 
And you know, it's been a 

248
00:13:27,480 --> 00:13:31,960
wonderful within the four years 
as of today, apart from my own 

249
00:13:31,960 --> 00:13:34,400
sales, the company had done over
3 billion of sales. 

250
00:13:34,880 --> 00:13:37,520
So I'm very happy with where we 
are going. 

251
00:13:37,720 --> 00:13:40,600
And the need for that company, 
you felt was because you weren't

252
00:13:40,600 --> 00:13:43,200
really getting the support that 
you wanted or encouragement to 

253
00:13:43,200 --> 00:13:45,200
do these Rd. shows, right? 
Yeah. 

254
00:13:45,200 --> 00:13:49,760
So basically Rd. shows and as 
well as I saw, you know, when a 

255
00:13:49,760 --> 00:13:53,680
person joined real estate in 
Dubai, there is no training, 

256
00:13:53,680 --> 00:13:57,040
there is no infrastructure. 
I'm sorry to say, but even most 

257
00:13:57,040 --> 00:14:00,400
of the big companies, they might
have now, but 4-5 years ago 

258
00:14:00,400 --> 00:14:02,920
there was no infrastructure. 
A person coming into real 

259
00:14:02,920 --> 00:14:06,440
estate, they just give him data,
do the calling, go here, go 

260
00:14:06,440 --> 00:14:08,280
there. 
There might be like a two week. 

261
00:14:08,560 --> 00:14:10,360
Exactly. 
Yeah, yes. 

262
00:14:10,360 --> 00:14:14,080
So at the end of the month, the 
agent, he doesn't know which 

263
00:14:14,080 --> 00:14:17,000
community he's going to focus, 
what exactly he needs to do. 

264
00:14:17,360 --> 00:14:20,680
He's, you know, shaking his head
and going here and there. 

265
00:14:20,680 --> 00:14:22,280
OK. 
How did you close this deal? 

266
00:14:22,560 --> 00:14:25,880
So basically I wanted to, you 
know, share my experience, my 

267
00:14:26,040 --> 00:14:28,560
knowledge, whoever is coming 
into the company. 

268
00:14:28,880 --> 00:14:31,680
And even though, you know, as of
today, we are a team of 20 plus 

269
00:14:31,760 --> 00:14:34,720
out of that four people I hired,
they had no idea about real 

270
00:14:34,720 --> 00:14:36,840
estate. 
I'm sure they've made more money

271
00:14:36,840 --> 00:14:40,880
than the experienced one just 
because, you know, like I, I 

272
00:14:40,880 --> 00:14:44,680
made this personal goal that 
whoever is coming inside, even 

273
00:14:44,680 --> 00:14:47,160
if they're not going to make 
money, at least when they leave,

274
00:14:47,160 --> 00:14:52,080
they say that, OK, I learned a 
lot and I am somewhere else and 

275
00:14:52,080 --> 00:14:56,600
I'm, you know, going to get some
good results somewhere else 

276
00:14:56,600 --> 00:14:58,960
even. 
So let's talk about Rd. shows 

277
00:14:58,960 --> 00:15:05,400
then and and launching off plan.
At the moment project launches, 

278
00:15:05,400 --> 00:15:07,840
you don't even need to get to 
the road show. 

279
00:15:07,840 --> 00:15:11,800
It's selling out on launch day. 
I want to get your golden 

280
00:15:11,800 --> 00:15:18,360
Nuggets for off plan agents on 
preparing for launches. 

281
00:15:18,760 --> 00:15:19,880
Yeah. 
What do you do? 

282
00:15:20,640 --> 00:15:23,080
So basically roadshow is not the
concept. 

283
00:15:23,080 --> 00:15:26,200
You know when you go and the new
launch is happening at the same 

284
00:15:26,200 --> 00:15:29,320
time you're planning an event 
because you are approaching 

285
00:15:29,560 --> 00:15:32,680
investors, some of them they 
have not even been to Dubai, you

286
00:15:32,680 --> 00:15:36,040
know like they are coming to 
just get general information, 

287
00:15:36,120 --> 00:15:39,560
right. 
So I would say in order for the 

288
00:15:40,000 --> 00:15:44,160
agents to prepare for off plan 
selling at the you know, 

289
00:15:44,280 --> 00:15:48,200
international roadshow, you have
to you have to first you know 

290
00:15:48,200 --> 00:15:51,360
combine your products, you know 
like what exactly you are 

291
00:15:51,360 --> 00:15:52,800
advertising before you are 
going. 

292
00:15:52,840 --> 00:15:55,440
Are you advertising that we are 
coming for a roadshow or you're 

293
00:15:55,440 --> 00:15:58,320
talking about specific developer
or specific product? 

294
00:15:58,880 --> 00:16:01,680
Because if it is in general that
we are coming from Dubai and 

295
00:16:01,680 --> 00:16:04,960
presenting you one of the best 
opportunities to invest in real 

296
00:16:04,960 --> 00:16:08,320
estate, then depending on the 
client budget and their needs, 

297
00:16:08,320 --> 00:16:11,080
there are always good 
opportunities in Dubai. 

298
00:16:11,360 --> 00:16:14,240
Let's talk about just launches. 
Forget roadshows for a second. 

299
00:16:14,240 --> 00:16:17,520
So just the launches that have 
been happening, What I heard a 

300
00:16:17,520 --> 00:16:20,880
stat, it was like there's a new 
launch every 18 hours at the 

301
00:16:20,880 --> 00:16:23,720
moment. 
So what can agents, what should 

302
00:16:23,720 --> 00:16:27,360
agents be doing to prepare 
themselves for each launch? 

303
00:16:27,920 --> 00:16:29,360
Yeah. 
I think the relationship with 

304
00:16:29,360 --> 00:16:31,120
the developer is very, very 
important. 

305
00:16:31,120 --> 00:16:33,800
You need to know in advance 
what's coming and where it is 

306
00:16:33,800 --> 00:16:37,560
coming and what exactly is the 
the plan for the new launch. 

307
00:16:37,920 --> 00:16:42,120
If we talk about quarterly 
planning now thanks to some of 

308
00:16:42,120 --> 00:16:44,920
the developers like the Mac and 
EMAR, they are sharing their 

309
00:16:44,920 --> 00:16:48,840
plan with their top 20 agencies 
that June, July, August, we will

310
00:16:48,840 --> 00:16:52,440
have these launches. 
So it gives you a 3-4 weeks time

311
00:16:52,440 --> 00:16:55,200
in advance. 
Let's say now we are in the 

312
00:16:55,200 --> 00:16:58,160
beginning of the June. 
Emar has shared their plans that

313
00:16:58,160 --> 00:17:02,800
they will have a launch next 
week in the Expo townhouses and 

314
00:17:02,800 --> 00:17:05,400
villas and then right week after
in the valley. 

315
00:17:05,760 --> 00:17:08,040
And then next month they will 
have another building in Creek 

316
00:17:08,040 --> 00:17:10,040
Harbor and another building in 
Mina Rashid. 

317
00:17:10,480 --> 00:17:13,920
So agents who are well focused 
and doing focus selling, they 

318
00:17:13,920 --> 00:17:17,000
know, you know, they should know
in advance that I need to 

319
00:17:17,000 --> 00:17:20,760
prepare for these these things. 
And if I'm doing calling and if 

320
00:17:20,760 --> 00:17:24,800
I'm approaching existing 
investors, I need to prepare. 

321
00:17:24,960 --> 00:17:26,800
What is? 
What's that preparation Look? 

322
00:17:26,800 --> 00:17:30,960
Like, yeah, so this is the the 
point where most of the agents 

323
00:17:31,000 --> 00:17:34,640
are not prepared, right? 
They are selling the hype, 

324
00:17:35,000 --> 00:17:37,520
right. 
And if we talk about many of the

325
00:17:37,520 --> 00:17:42,600
offline projects, they might not
be reselling as of today with 

326
00:17:42,600 --> 00:17:45,840
the expectations they had when 
they pitched it to their, you 

327
00:17:46,160 --> 00:17:49,760
know, clients and they sold it. 
So I would say history is very 

328
00:17:49,760 --> 00:17:52,760
important, right? 
If you are talking about master 

329
00:17:52,760 --> 00:17:55,480
community, you need to, you know
the previous phases when they 

330
00:17:55,480 --> 00:17:58,200
were launched and what was the 
price and why the developer 

331
00:17:58,200 --> 00:18:02,280
increased the price, What is the
resale value of the specific 

332
00:18:02,280 --> 00:18:05,480
segment of townhouses or 
apartments in the similar 

333
00:18:05,480 --> 00:18:08,280
community. 
So you need to do your numbers, 

334
00:18:08,280 --> 00:18:11,040
you need to have a very good 
presentation and as well as 

335
00:18:11,400 --> 00:18:14,760
solid knowledge about the 
specific area, the history of 

336
00:18:14,760 --> 00:18:17,120
the developer. 
And then it's easy for you. 

337
00:18:17,240 --> 00:18:21,520
If you you know you, you get the
right client and they're asking 

338
00:18:21,520 --> 00:18:25,760
you the questions that you have 
knowledge and honest answer, 

339
00:18:25,760 --> 00:18:28,840
then it's easy to bring them 
closer to a point where they can

340
00:18:28,840 --> 00:18:33,160
do an expression of interest. 
And how deep do you go when like

341
00:18:33,160 --> 00:18:36,240
do you go down to the floor 
plans and working out the 

342
00:18:36,240 --> 00:18:38,560
different unit types and 
comparing them? 

343
00:18:38,560 --> 00:18:41,800
Like how exhaustive is your 
preparation? 

344
00:18:42,400 --> 00:18:44,560
Yeah. 
So developers to developers, you

345
00:18:44,560 --> 00:18:48,680
know, most of the developers, 
they seems to have very similar 

346
00:18:48,680 --> 00:18:50,920
layouts, right? 
If we're talking about 

347
00:18:51,800 --> 00:18:57,080
beachfront property, they need 
to have definitely view from the

348
00:18:57,080 --> 00:18:58,480
balcony. 
That's what matches for the 

349
00:18:58,480 --> 00:19:01,080
investor that OK, I'm buying 
waterfront, I need a view 

350
00:19:01,560 --> 00:19:05,480
because if there is no view, 
then it means you're buying the 

351
00:19:05,480 --> 00:19:08,240
least, you know, cheaper option 
in that development. 

352
00:19:08,240 --> 00:19:11,680
And that's where your capital 
appreciation is not going to be 

353
00:19:11,680 --> 00:19:14,800
so high as it would be with the 
best view. 

354
00:19:15,120 --> 00:19:18,120
So my specific preparation when 
I am, you know, preparing for a 

355
00:19:18,120 --> 00:19:22,280
new launch, like I said, I'm 
doing the history study, the 

356
00:19:22,280 --> 00:19:24,960
master plan study, what's coming
in next as well. 

357
00:19:25,040 --> 00:19:29,080
And as well as the size. 
If you're getting a cheaper 

358
00:19:29,080 --> 00:19:31,520
price for this launch than the 
previous launch, you need to 

359
00:19:31,520 --> 00:19:34,520
understand, is this because of 
the smaller size or is this 

360
00:19:34,520 --> 00:19:36,880
because the building is not 
upfront in the water, it is in 

361
00:19:36,880 --> 00:19:40,400
the second or third row? 
Or is it far from the amenity or

362
00:19:40,400 --> 00:19:42,640
far from the, you know, public 
transportation? 

363
00:19:42,920 --> 00:19:45,040
All these key factors, they 
matters a lot. 

364
00:19:45,320 --> 00:19:48,880
And if you understand the, the 
idea why the, if you can justify

365
00:19:48,880 --> 00:19:52,240
the price to your client 
basically, but I would say like 

366
00:19:52,240 --> 00:19:55,200
if you can justify it to 
yourself 1st and then you know, 

367
00:19:55,200 --> 00:19:59,440
you can definitely go forward 
and discuss it with your clients

368
00:19:59,440 --> 00:20:02,640
and whoever is in your pipeline.
Because until unless you don't 

369
00:20:02,640 --> 00:20:05,600
understand the product, then 
it's definitely not easy for you

370
00:20:05,600 --> 00:20:07,840
to to pitch it to your clients 
as well. 

371
00:20:08,080 --> 00:20:10,160
And you and you touched on 
something that's really 

372
00:20:10,160 --> 00:20:12,440
important is the relationship 
with the developers. 

373
00:20:12,440 --> 00:20:17,920
So how do you Farhan, manage 
those relationships or nurture 

374
00:20:17,920 --> 00:20:19,600
the relationships? 
What do you do? 

375
00:20:20,520 --> 00:20:24,000
So since I you know, I've been 
selling off plan from 7-8 years 

376
00:20:24,000 --> 00:20:27,240
now, I would say specific 
developers. 

377
00:20:27,240 --> 00:20:33,080
I, I tend to work with the the 
the same managers for a longer 

378
00:20:33,080 --> 00:20:35,680
period of time. 
There is an is you know when you

379
00:20:35,680 --> 00:20:38,440
crack a deal with someone from 
the developer, you understand 

380
00:20:38,560 --> 00:20:40,160
their you know. 
The way they. 

381
00:20:40,280 --> 00:20:41,640
Operate. 
Yes, exactly. 

382
00:20:41,960 --> 00:20:45,720
And with an experience agent for
myself, you know, like if I have

383
00:20:45,720 --> 00:20:49,080
a client for an off plan, the 
client is 70% prepared by me 

384
00:20:49,080 --> 00:20:53,400
already. 30% job should be done 
by the developer, which is where

385
00:20:53,400 --> 00:20:57,520
the relationship matters. 
How you know he's presenting his

386
00:20:57,600 --> 00:21:00,040
company? 
What are the time frames to 

387
00:21:00,040 --> 00:21:02,240
finish the down payment to sign 
the contract? 

388
00:21:02,760 --> 00:21:07,200
How good is there, you know, 
like CRM system that the clients

389
00:21:07,200 --> 00:21:09,720
if they have any inquiry in the 
future, he will understand. 

390
00:21:10,000 --> 00:21:12,520
So basically I would say in 
order to have a very strong 

391
00:21:12,520 --> 00:21:14,840
relationship with the developer,
you should stick to the 

392
00:21:14,840 --> 00:21:17,400
developer and make sure you have
very good numbers. 

393
00:21:17,760 --> 00:21:20,640
You're getting priority at the 
new launch as well as you're 

394
00:21:20,640 --> 00:21:24,600
getting very good after sales 
agents who would call specific 

395
00:21:24,600 --> 00:21:27,880
relationship manager once a 
month that I have a client, he's

396
00:21:27,880 --> 00:21:29,680
not going to pay much attention 
to be honest. 

397
00:21:30,000 --> 00:21:32,160
So even if you don't have a 
client, you should call your 

398
00:21:32,160 --> 00:21:34,920
relationship from the developer 
and you're asking what's 

399
00:21:34,920 --> 00:21:37,440
happening, what product you 
have, you know, is there an 

400
00:21:37,440 --> 00:21:39,680
inventory? 
Is there any, you know, unique 

401
00:21:39,680 --> 00:21:42,280
selling point you can share with
me based on, you know, your 

402
00:21:42,280 --> 00:21:45,880
experience? 
So it all depends how active you

403
00:21:45,880 --> 00:21:49,280
are with certain developer and 
that's how you will improve your

404
00:21:49,280 --> 00:21:50,480
relationship with the. 
Developer. 

405
00:21:50,600 --> 00:21:52,520
I mean, of course, it's kind of 
like what comes first, the 

406
00:21:52,520 --> 00:21:55,760
chicken or the egg? 
Like, do I have to sell a lot 

407
00:21:55,760 --> 00:22:00,040
with this sales manager before 
they take me seriously or how do

408
00:22:00,160 --> 00:22:02,440
how am I going to even get going
to get through the door? 

409
00:22:02,440 --> 00:22:06,520
So what would you say to someone
who's really trying to get in 

410
00:22:06,520 --> 00:22:09,880
with a particular developer? 
What would your advice to them 

411
00:22:09,880 --> 00:22:11,840
be? 
I think it's not really about 

412
00:22:11,840 --> 00:22:14,040
selling big. 
Then you will get respect and 

413
00:22:14,280 --> 00:22:18,240
you know good relationship it. 
You should define yourself as an

414
00:22:18,240 --> 00:22:20,200
agent to the relationship 
manager as well. 

415
00:22:20,200 --> 00:22:23,440
How? 
How, how good you are with the, 

416
00:22:23,960 --> 00:22:25,560
with the knowledge of their 
products. 

417
00:22:25,920 --> 00:22:28,320
If you have done the training 
with the developer, most of the 

418
00:22:28,320 --> 00:22:30,320
developers now they have their 
own Academy, right? 

419
00:22:30,640 --> 00:22:33,600
They want to share the new 
agents, who they are or how they

420
00:22:33,600 --> 00:22:35,720
started, what they have 
achieved, how many units they 

421
00:22:35,720 --> 00:22:38,200
have delivered, how their 
products are reselling in the 

422
00:22:38,200 --> 00:22:40,680
market, how their communities 
are, you know, providing a 

423
00:22:40,680 --> 00:22:44,560
lifestyle to the, to the, to the
tenant or the landlords who are 

424
00:22:44,560 --> 00:22:47,520
staying in their communities. 
So when you are sharing these 

425
00:22:47,520 --> 00:22:50,040
positive things with the 
relationship manager, he will 

426
00:22:50,040 --> 00:22:52,880
put more energy that this guy. 
He knows my product. 

427
00:22:53,240 --> 00:22:56,440
He's already, you know, like not
selling the project. 

428
00:22:56,440 --> 00:22:59,240
He's selling the company, the 
lifestyle, the history, 

429
00:22:59,280 --> 00:23:01,240
achievements. 
They have done, yeah, okay. 

430
00:23:01,600 --> 00:23:07,360
And then you mentioned that 70% 
of the client prep work is down 

431
00:23:07,360 --> 00:23:10,520
to you, 30% is down to the 
developers themselves. 

432
00:23:10,880 --> 00:23:15,520
So in that 70%, of course, apart
from knowing about the project, 

433
00:23:15,760 --> 00:23:20,240
about the amenities, about the 
pricing and so on, what else do 

434
00:23:20,240 --> 00:23:22,480
they need to know? 
What else do you need to be 

435
00:23:22,480 --> 00:23:26,080
prepared for? 
I think it depends the time 

436
00:23:26,080 --> 00:23:27,920
frame that you are along with 
the client. 

437
00:23:27,920 --> 00:23:31,560
You know, if you if you just you
know, I got a prospect 

438
00:23:31,560 --> 00:23:34,800
yesterday, it's not going to be 
easy for you to justify 

439
00:23:34,800 --> 00:23:38,240
everything yourself, your 
experience, your history and 

440
00:23:38,240 --> 00:23:40,560
your client dealing and your 
portfolio management. 

441
00:23:40,880 --> 00:23:42,800
And This is why agents do 
mistake. 

442
00:23:42,800 --> 00:23:45,560
They get a lead and they're 
already you know, you know, I'm 

443
00:23:45,560 --> 00:23:47,040
very honest. 
You can trust me. 

444
00:23:47,040 --> 00:23:49,760
I'm going to get you the best, 
you know, this and that without 

445
00:23:49,760 --> 00:23:53,280
having the, you know, like a 
face to face meeting given that 

446
00:23:53,280 --> 00:23:54,840
the person have not seen you 
over the phone. 

447
00:23:54,840 --> 00:23:57,880
You're promising too much. 
I mean, I immediately don't 

448
00:23:57,880 --> 00:24:01,120
trust anyone who says trust me. 
Yeah, yeah. 

449
00:24:01,320 --> 00:24:04,880
So this is where, you know, like
you, you need to come with 

450
00:24:04,880 --> 00:24:07,080
experience. 
You're if you're talking to 

451
00:24:07,080 --> 00:24:11,320
someone you have not met in 
person, right, You need to just 

452
00:24:11,320 --> 00:24:14,280
share the basic stuff. 
You don't have to over promise, 

453
00:24:14,280 --> 00:24:16,040
You don't have to oversell 
anything. 

454
00:24:16,360 --> 00:24:19,560
The reason why he registered his
interest for a community or a 

455
00:24:19,560 --> 00:24:22,720
specific project, you need to 
ask him why you are interested 

456
00:24:22,720 --> 00:24:27,040
in investing in, for example, is
it waterfront property or a golf

457
00:24:27,040 --> 00:24:30,200
course or a normal project 
around, you know, in the city. 

458
00:24:30,680 --> 00:24:34,200
And from there you understand 
what's his need. 

459
00:24:34,200 --> 00:24:37,320
He's looking for his personal 
use or he's looking for his 

460
00:24:37,320 --> 00:24:40,120
investment. 
Then you can ask him, have you 

461
00:24:40,120 --> 00:24:42,320
done any other investment in the
similar area? 

462
00:24:42,320 --> 00:24:45,840
What makes you, you know, so 
sure that you are picking the 

463
00:24:45,880 --> 00:24:50,000
JVC or John or Business Bay? 
What are the reason, you know, 

464
00:24:50,040 --> 00:24:52,640
behind your idea of investing 
into this? 

465
00:24:52,880 --> 00:24:56,520
And if he says I don't know, you
need to tell me, then you 

466
00:24:56,720 --> 00:24:59,640
definitely share all the 
advantages and disadvantages of 

467
00:24:59,640 --> 00:25:04,400
that location or the developer 
as well as since we are brokers,

468
00:25:04,640 --> 00:25:08,320
we are allowed to sell anything 
in the market we want. 

469
00:25:08,480 --> 00:25:11,560
So you need to know the history,
which are the good developers, 

470
00:25:11,560 --> 00:25:15,200
how they're after sales, how 
well is the maintenance and then

471
00:25:15,200 --> 00:25:18,040
you can share these things and 
then leave it on him. 

472
00:25:18,040 --> 00:25:21,520
Give him a time to answer 
immediately or after, you know, 

473
00:25:21,520 --> 00:25:23,640
a day or two days, he comes up 
with an objection. 

474
00:25:23,960 --> 00:25:27,520
But if you have said you know 
things that doesn't make sense, 

475
00:25:27,520 --> 00:25:30,280
he's not going to answer your 
call the next time. 

476
00:25:30,360 --> 00:25:32,720
And I think it's obvious when 
you're pushing a particular 

477
00:25:32,720 --> 00:25:35,520
developer that may be paying a 
higher Commission than the 

478
00:25:35,560 --> 00:25:38,360
others that comes across, don't 
you agree? 

479
00:25:38,520 --> 00:25:42,640
It is one of the the reason as 
well, because like I said, 

480
00:25:42,640 --> 00:25:45,720
social media is now very visible
to everybody. 

481
00:25:45,960 --> 00:25:50,000
Most of the clients, they know 
how much agents are getting paid

482
00:25:50,000 --> 00:25:52,800
out of their deals. 
This is where they wanna work 

483
00:25:52,800 --> 00:25:57,400
with the right person that this 
person deserve to make this much

484
00:25:57,400 --> 00:26:00,120
money out of my idea of 
investing in real estate. 

485
00:26:00,640 --> 00:26:04,240
And that's where I think a 
broker should be more open with 

486
00:26:04,240 --> 00:26:07,520
the client, introduce yourself, 
your services. 

487
00:26:07,800 --> 00:26:10,000
Just don't tell him, you know, 
I'm going to get you a good 

488
00:26:10,000 --> 00:26:12,560
unit. 
You give him your history that I

489
00:26:12,560 --> 00:26:15,680
have worked with 30 clients, 40 
clients in past that I have 

490
00:26:15,680 --> 00:26:18,040
managed their portfolio, I've 
managed to resell their 

491
00:26:18,040 --> 00:26:20,680
properties at a particular time 
with my advice, with my 

492
00:26:20,680 --> 00:26:22,640
research. 
So I'm going to provide you 

493
00:26:22,680 --> 00:26:26,080
after sales service. 
I'll be, I'll be notifying you 

494
00:26:26,080 --> 00:26:28,400
with the development of the 
construction. 

495
00:26:28,640 --> 00:26:31,480
I'll be notifying you if there 
is any other project in the same

496
00:26:31,480 --> 00:26:33,320
area and what's the price 
difference. 

497
00:26:33,600 --> 00:26:37,520
So basically you're trying to, 
you know, not only sell him, but

498
00:26:37,520 --> 00:26:41,880
you're trying to present him the
whole idea that I am working as 

499
00:26:41,880 --> 00:26:45,840
a not as a broker, but more more
like a, you know, a business 

500
00:26:45,840 --> 00:26:49,080
person that I will keep you 
updated with everything and I'll

501
00:26:49,080 --> 00:26:51,400
be managing your property, 
renting your property. 

502
00:26:51,720 --> 00:26:54,640
Even though I think I would say 
the agent should offer extra 

503
00:26:54,640 --> 00:26:58,640
services without extra money, 
you know, because these things 

504
00:26:58,640 --> 00:27:01,960
are not so much time consuming. 
Even if it's opening a company 

505
00:27:01,960 --> 00:27:05,040
for a client, you should be in 
touch with some consultant that 

506
00:27:05,040 --> 00:27:07,480
you can call them and introduce 
your client to them and they, 

507
00:27:07,520 --> 00:27:08,840
you know, do the things for 
them. 

508
00:27:09,120 --> 00:27:12,960
Interior Designer. 
Yes, Golden Visa helping with 

509
00:27:12,960 --> 00:27:16,600
the you know, setting up a 
family residency and bank 

510
00:27:16,600 --> 00:27:18,680
account. 
So basically you need to have 

511
00:27:18,680 --> 00:27:22,840
360 degree solution for your 
clients which makes you more 

512
00:27:22,840 --> 00:27:25,640
stronger than comparing to other
agents in the market. 

513
00:27:26,080 --> 00:27:30,360
And a lot of off plan agents, of
course, a lot of it is kind of 

514
00:27:30,360 --> 00:27:33,960
crystal ball type work. 
Like you have to predict what 

515
00:27:33,960 --> 00:27:35,880
you think is going to be the 
rental income. 

516
00:27:35,880 --> 00:27:39,600
You have to predict what you 
suspect the capital appreciation

517
00:27:39,600 --> 00:27:41,040
will be. 
How do you come up with these 

518
00:27:41,040 --> 00:27:42,920
numbers as a finance guy 
yourself? 

519
00:27:42,920 --> 00:27:44,920
Yeah. 
So basically this is very 

520
00:27:44,920 --> 00:27:48,800
interesting for me, right, where
because most of the clients they

521
00:27:48,800 --> 00:27:51,280
invest in real estate because of
the numbers. 

522
00:27:51,840 --> 00:27:56,760
So history is there, right. 
We have DXB interact for example

523
00:27:56,760 --> 00:27:59,640
from couple of years now. 
Tool is very nice. 

524
00:27:59,640 --> 00:28:02,280
You have history of each and 
every transaction, building 

525
00:28:02,280 --> 00:28:05,040
apartment number and all that. 
Even though there is some 

526
00:28:05,040 --> 00:28:07,600
fluctuations where the clients 
are, you know, arguing, OK, 

527
00:28:07,600 --> 00:28:10,480
you're asking 3,000,000 for 
example for a property, but the 

528
00:28:10,480 --> 00:28:14,200
transaction there are maybe only
three or four transactions that 

529
00:28:14,200 --> 00:28:16,360
are around 3 million. 
Some of them are higher than 3 

530
00:28:16,360 --> 00:28:18,680
million and a lot of them are 
lower than. 

531
00:28:18,960 --> 00:28:20,440
This is where you need to 
explain him. 

532
00:28:20,440 --> 00:28:23,120
Maybe the lower floor you know, 
or the view, or the. 

533
00:28:23,120 --> 00:28:25,560
Layout what this does. 
I'm in a couple of WhatsApp 

534
00:28:25,560 --> 00:28:29,720
groups and it's been going off 
today over there's a feature on 

535
00:28:29,720 --> 00:28:34,320
Bayou which shows you what the 
transaction history was for a 

536
00:28:34,320 --> 00:28:38,160
particular unit and everyone's 
in the group is going off like, 

537
00:28:38,160 --> 00:28:40,600
no, it's not. 
You should not know what the 

538
00:28:40,600 --> 00:28:43,480
unit number of the, the property
that's being listed. 

539
00:28:43,640 --> 00:28:45,520
You should not know the 
transaction history. 

540
00:28:45,520 --> 00:28:46,880
And it's like, well, hold on a 
second. 

541
00:28:47,320 --> 00:28:52,480
It's is it OK for you as as an 
agent or an agency to predict 

542
00:28:52,480 --> 00:28:57,520
what the capital appreciation 
will be, but hide the history, 

543
00:28:57,840 --> 00:29:01,480
You know, OK, maybe it was 
purchased a year ago, 2 million 

544
00:29:01,560 --> 00:29:04,080
less than it's on the market for
now. 

545
00:29:04,280 --> 00:29:06,720
But that's a you're seeing the 
bad side of it. 

546
00:29:06,720 --> 00:29:11,000
But actually that's a great 
example of what's been happening

547
00:29:11,000 --> 00:29:15,320
in Dubai and surely that will 
encourage people to continue 

548
00:29:15,320 --> 00:29:16,600
buying here. 
Yeah. 

549
00:29:16,600 --> 00:29:19,240
So this is. 
Where a very interesting things 

550
00:29:19,240 --> 00:29:23,440
come to my mind where a lot of 
agents are actually putting it 

551
00:29:23,440 --> 00:29:27,160
up in terms of, so basically if 
we look at the capital 

552
00:29:27,160 --> 00:29:31,480
appreciation, right, since 2007 
when the offline concept started

553
00:29:31,480 --> 00:29:34,520
here, the way was not developed,
prices were different every 

554
00:29:34,520 --> 00:29:36,000
year. 
We see a lot of infrastructure 

555
00:29:36,000 --> 00:29:39,520
development, right? 
But post COVID, Dubai has a lot 

556
00:29:39,520 --> 00:29:41,880
of marketing itself. 
We were the first one to you 

557
00:29:41,880 --> 00:29:45,520
know, secure and control the 
COVID and as well as if we look 

558
00:29:45,520 --> 00:29:49,360
at the the the investors since 
the beginning of the development

559
00:29:49,360 --> 00:29:52,560
of the city, most of the 
investors are expat or many of 

560
00:29:52,560 --> 00:29:53,960
them, they don't even live here,
right? 

561
00:29:54,320 --> 00:29:57,720
The capital appreciation concept
came into market after COVID. 

562
00:29:57,720 --> 00:30:01,080
First of all, for the luxury 
segment and as well As for the 

563
00:30:01,080 --> 00:30:04,200
gated community. 
Many of the stand alone tower, 

564
00:30:04,200 --> 00:30:07,720
their prices were seems to be 
same as pre COVID, right? 

565
00:30:08,040 --> 00:30:10,520
So now how we are predicting the
number, right? 

566
00:30:10,720 --> 00:30:14,320
If we look at the waterfront 
segment, you have one of the the

567
00:30:14,320 --> 00:30:16,680
most expensive area in Dubai, 
which is Palm Jumeirah. 

568
00:30:16,960 --> 00:30:20,600
The prices have gone up to five,
600% as well, right? 

569
00:30:20,880 --> 00:30:24,440
Four years ago, a garden home 
with the 7000 square feet of 

570
00:30:24,440 --> 00:30:27,000
cloth was around 10 to 
15,000,000. 

571
00:30:27,560 --> 00:30:30,320
Maybe if it was upgraded or it 
has, you know, a little bit 

572
00:30:30,640 --> 00:30:34,840
extra space inside or nice 
interior could go for 18. 

573
00:30:35,120 --> 00:30:37,520
But today nothing in the market 
is less than 6070. 

574
00:30:37,520 --> 00:30:39,040
So that's three, four times 
more. 

575
00:30:39,480 --> 00:30:41,600
But agents are selling the same 
idea. 

576
00:30:41,600 --> 00:30:44,040
Look at this property and 
comparing it with the with an 

577
00:30:44,040 --> 00:30:47,760
area like Dubai Land. 
You can't compare Palm Jumeirah 

578
00:30:47,760 --> 00:30:50,520
with Dubai Land. 
You cannot compare downtown with

579
00:30:50,520 --> 00:30:53,920
the JVC. 
You cannot compare Marina with 

580
00:30:53,920 --> 00:30:58,840
the any other area which does 
not have the same lifestyle or 

581
00:30:58,880 --> 00:31:02,800
the similar kind of developers 
that are showcasing their 

582
00:31:02,800 --> 00:31:06,040
properties. 
So how I predict capital 

583
00:31:06,040 --> 00:31:09,880
appreciation or number, Even 
though my team is very much 

584
00:31:09,880 --> 00:31:12,600
aware every Monday we discuss 
these things, OK, this project, 

585
00:31:12,600 --> 00:31:16,120
they ask me questions, OK, For 
example, now a lot of developers

586
00:31:16,120 --> 00:31:20,360
in JVC, they are selling their 
product minimum 1500 per square 

587
00:31:20,360 --> 00:31:22,600
foot. 
So they are asking boss, what do

588
00:31:22,600 --> 00:31:24,400
you expect? 
How much capital appreciation? 

589
00:31:24,400 --> 00:31:28,080
I said let's be realistic. 
You know JVC always had a price 

590
00:31:28,080 --> 00:31:30,760
between 800 to 1200 million per 
square feet for one of the 

591
00:31:30,760 --> 00:31:33,640
longest periods 7 years. 
But then if you look at the 

592
00:31:33,640 --> 00:31:36,400
ready property, they are above 
15 to 1600. 

593
00:31:36,920 --> 00:31:41,160
And this is the concept in 
Dubai, your off plan should be 

594
00:31:41,160 --> 00:31:44,440
always 510% lesser than the 
ready market. 

595
00:31:44,600 --> 00:31:48,200
This is very important for most 
of the developers. 

596
00:31:48,480 --> 00:31:51,240
But if we look at some of the 
new communities were launched 

597
00:31:51,240 --> 00:31:54,680
last month, I've no one to name 
the developers to be personal 

598
00:31:54,680 --> 00:31:58,440
with them, but you could find a 
ready town house little bit 

599
00:31:58,440 --> 00:32:03,520
cheaper than the the new one. 
So now whoever invested there, 

600
00:32:04,080 --> 00:32:07,480
if if somebody could invest with
me, I'll it would be a personal 

601
00:32:07,480 --> 00:32:08,800
reason. 
I don't have cash. 

602
00:32:09,280 --> 00:32:11,640
I want to get into a new 
community where I can pay in 

603
00:32:11,640 --> 00:32:14,720
four years. 
But if somebody can afford, you 

604
00:32:14,720 --> 00:32:19,160
could better invest in a ready 
property if it is 10 percent, 

605
00:32:19,160 --> 00:32:23,480
15% more than off plan because 
that's a normal price for a 

606
00:32:23,480 --> 00:32:26,080
ready product because your 
rental income is immediately 

607
00:32:26,080 --> 00:32:28,920
there or it serves you the 
purpose of not waiting 2-3 years

608
00:32:28,920 --> 00:32:31,520
and you can see it. 
It's ready exactly right. 

609
00:32:31,960 --> 00:32:37,040
So, yeah, based on history in 
the area, based on what are the 

610
00:32:37,240 --> 00:32:40,800
rentals in the current market 
and how many units are going to 

611
00:32:40,800 --> 00:32:45,120
be delivered in the same area in
particular time, you need to 

612
00:32:45,120 --> 00:32:48,360
know this as an agent. 
You know like in Dubai land, I 

613
00:32:48,360 --> 00:32:51,920
would say in next 2-3 years we 
are expecting around 15 to 

614
00:32:51,920 --> 00:32:56,120
20,000 townhouses and villas. 
The Mac Lagoons itself, more 

615
00:32:56,120 --> 00:33:00,520
than 67000 townhouses and villas
are coming in 2025, six and 

616
00:33:00,520 --> 00:33:03,600
seven. 
You also have townscale, they 

617
00:33:03,600 --> 00:33:07,800
launch a few clusters. 
You have Oasis by IMAR, they 

618
00:33:07,800 --> 00:33:11,000
launched maybe two clusters now 
around 1000 units. 

619
00:33:11,000 --> 00:33:12,960
So all together you need to 
understand. 

620
00:33:13,400 --> 00:33:18,960
So based on this we can predict,
but looking at the the Dubai in 

621
00:33:18,960 --> 00:33:24,400
terms of economy, we are doing 
really good contribution in the 

622
00:33:24,560 --> 00:33:26,800
economy in terms of you know 
like helping. 

623
00:33:27,240 --> 00:33:29,520
There is no tourism, no oil 
money. 

624
00:33:29,520 --> 00:33:32,560
There is real estate as well. 
People are injecting money 

625
00:33:32,560 --> 00:33:35,440
because they have seen what we 
have delivered. 

626
00:33:35,800 --> 00:33:40,760
And I believe that we are moving
towards a very good program soon

627
00:33:40,760 --> 00:33:43,760
with the help of the government,
that we are planting more trees,

628
00:33:43,760 --> 00:33:48,840
we're opening up, you know, with
the new parks, new areas where, 

629
00:33:48,840 --> 00:33:52,440
you know, like a lot of other 
amenities are there in terms of,

630
00:33:53,000 --> 00:33:56,680
you know, lagoons almost in 
every community now shopping 

631
00:33:56,680 --> 00:34:00,880
mall is coming, not a small like
pavilion, but a really good size

632
00:34:00,880 --> 00:34:04,040
mall, if we look at the live 
example, Dubai Hills Mall. 

633
00:34:04,480 --> 00:34:07,000
So it is a good thing for other 
developers to look at it. 

634
00:34:07,400 --> 00:34:11,639
And that's how you, you know, 
you get capital gains when you 

635
00:34:11,639 --> 00:34:14,679
have a lot of infrastructure 
within your projects. 

636
00:34:14,800 --> 00:34:17,920
The thing that makes me laugh. 
Is all the hype going on about 

637
00:34:18,400 --> 00:34:21,199
the new airport like, OK, so 
it's great to have a new 

638
00:34:21,199 --> 00:34:22,560
airport. 
It's going to be the largest in 

639
00:34:22,560 --> 00:34:24,400
the world, I think. 
Did they say largest in the 

640
00:34:24,400 --> 00:34:25,400
world? 
Yes, they are talking. 

641
00:34:25,400 --> 00:34:29,880
About it, yes, but then how? 
Quickly the agents then started 

642
00:34:30,560 --> 00:34:33,719
saying right buy property here 
next to the new airport and I 

643
00:34:33,719 --> 00:34:37,320
was like hold on a second, let's
look at some of the major cities

644
00:34:37,320 --> 00:34:41,960
in around the world. 
JFKI mean that airport is in the

645
00:34:41,960 --> 00:34:44,080
middle of is it Queens or 
something? 

646
00:34:44,760 --> 00:34:47,600
Terrible area. 
You look at London Heathrow. 

647
00:34:47,719 --> 00:34:50,520
OK, I own a property that's not 
too far from Heathrow, 

648
00:34:51,040 --> 00:34:54,760
Brentford, Ealing, but you've 
got areas like stains and, you 

649
00:34:54,760 --> 00:34:58,080
know, terrible area. 
Nobody buys next to the airport 

650
00:34:58,080 --> 00:35:01,880
because guess what? 
Airport airplane noise. 

651
00:35:01,920 --> 00:35:03,840
You know, it's it's quite 
disruptive. 

652
00:35:03,920 --> 00:35:10,880
There's a lot of traffic. 
So it's the Dubai spin on we 

653
00:35:10,880 --> 00:35:12,720
have a new airport, new airport 
invest. 

654
00:35:12,720 --> 00:35:15,040
Next to the airport, yeah, there
is a bus invest. 

655
00:35:15,040 --> 00:35:16,880
Into the airport you'll. 
Have a lot of profit. 

656
00:35:17,280 --> 00:35:21,520
See I think if I am selling 
there, which I did, I think this

657
00:35:21,520 --> 00:35:25,720
would be a reason in the middle,
not the first priority to invest

658
00:35:25,720 --> 00:35:27,680
right? 
Just like you said Heathrow. 

659
00:35:27,680 --> 00:35:31,520
Heathrow is how long it takes 
you to get to the city centre. 

660
00:35:31,520 --> 00:35:33,040
Like the nice area. 
Brompton Rd. 

661
00:35:33,080 --> 00:35:35,240
Half an hour, 40. 5 minutes. 45 
minutes. 

662
00:35:35,320 --> 00:35:37,480
Right. 
So as of now, you can leave from

663
00:35:37,480 --> 00:35:40,720
downtown to the upcoming new 
airport in 45 minutes as well. 

664
00:35:41,320 --> 00:35:44,640
Well, to be honest. 
It takes me from Marina to 

665
00:35:44,680 --> 00:35:47,240
downtown sometimes 45 minutes 
these days. 

666
00:35:47,640 --> 00:35:49,080
You know, I think that's where 
the. 

667
00:35:49,080 --> 00:35:52,000
Government is also planning, 
there was an article a few weeks

668
00:35:52,000 --> 00:35:54,920
back, 20 minutes city. 
They are having a lot of 

669
00:35:54,920 --> 00:35:59,400
development plans for the metro,
a lot of flyovers and tunnels 

670
00:35:59,400 --> 00:36:02,560
inside the you know, the the 
crowded area, which will 

671
00:36:02,560 --> 00:36:06,160
definitely make the traffic calm
down a bit calm. 

672
00:36:06,160 --> 00:36:08,080
Down a bit. 
But yeah, we're talking about 

673
00:36:08,080 --> 00:36:11,440
the way SI think. 
It's not only about the airport.

674
00:36:11,440 --> 00:36:15,200
The government have a little bit
bigger agenda than the airport. 

675
00:36:15,600 --> 00:36:18,920
There is also a commercial city 
in pipeline which is not 

676
00:36:18,920 --> 00:36:22,320
announced yet, similar concept 
to Business Bay or Media City 

677
00:36:22,320 --> 00:36:25,640
where you will have a lot of 
commercial towers that will 

678
00:36:25,640 --> 00:36:29,120
create a lot of jobs. 
You know, already you have VIP 

679
00:36:29,160 --> 00:36:32,240
industrial area, you have 
Jabalali free zone, you have, 

680
00:36:32,400 --> 00:36:36,200
you know, a lot of big companies
manufacturing logistics. 

681
00:36:36,200 --> 00:36:40,840
They are their setup is there. 
So it will not only you know, 

682
00:36:40,840 --> 00:36:43,840
cater the the tourists who are 
coming at the new airport, it 

683
00:36:43,840 --> 00:36:47,360
will also help the people who 
are you know, working in those 

684
00:36:47,360 --> 00:36:49,640
areas. 
They don't have to drive 3040 

685
00:36:49,640 --> 00:36:51,920
minutes to come to JVC or 
Alfuzzan. 

686
00:36:52,080 --> 00:36:56,080
They would have opportunities 
to, you know, live closer to 

687
00:36:56,080 --> 00:37:01,440
their work and as well as I like
it because we're not building 

688
00:37:01,440 --> 00:37:04,760
stand alone buildings. 
As of today, whatever launched 

689
00:37:04,760 --> 00:37:08,960
in Dubai S is a master 
development and we have many 

690
00:37:08,960 --> 00:37:11,120
success stories in Dubai. 
If we look at master 

691
00:37:11,120 --> 00:37:15,360
development, you know, to start 
with the meadows and springs, 

692
00:37:15,360 --> 00:37:18,640
one of the, you know, first 
freehold communities in Dubai, 

693
00:37:18,800 --> 00:37:21,720
they are well established today.
People have made a lot of money 

694
00:37:22,240 --> 00:37:25,560
from the rental only, you know, 
and then Arabian Ranches and 

695
00:37:25,560 --> 00:37:27,880
then slowly, gradually a lot of 
other communities in Dubai 

696
00:37:27,880 --> 00:37:30,280
Island. 
So all the developers, they have

697
00:37:30,280 --> 00:37:33,640
learned from their history, what
they have done, what was missing

698
00:37:33,640 --> 00:37:36,920
in the community. 
So a new master plan coming in 

699
00:37:36,920 --> 00:37:39,760
any part of the city. 
It is loaded with school, with 

700
00:37:39,760 --> 00:37:43,800
the hospital, with shopping 
mall, training traffic, lakes 

701
00:37:43,800 --> 00:37:47,480
and many, many things. 
But another reason why should 

702
00:37:47,560 --> 00:37:51,320
you go out the city and invest 
into new development is also the

703
00:37:51,320 --> 00:37:55,120
price per square food now price 
in general. 

704
00:37:55,200 --> 00:37:59,160
On Sheikh Mahmud Binzai, the 
road along the global village, 

705
00:37:59,640 --> 00:38:01,560
you have one of the luxury 
community Al Burari. 

706
00:38:01,560 --> 00:38:04,120
You can't compare it with the 
others because of its you know, 

707
00:38:04,160 --> 00:38:06,960
like you know, specialty, 
uniqueness, you have, you know, 

708
00:38:07,600 --> 00:38:10,520
amazing lifestyle. 
But overall it is somewhere 

709
00:38:10,520 --> 00:38:13,240
around 1500 to 1700 Dhirampur 
square feet. 

710
00:38:13,680 --> 00:38:16,000
So This is why the new 
communities are coming up with 

711
00:38:16,000 --> 00:38:18,360
one thousand 1100 Dhirampur 
square feet. 

712
00:38:18,440 --> 00:38:23,160
This is around 3040% less than 
the ready communities or 

713
00:38:23,160 --> 00:38:25,240
communities which are more 
closer to the city. 

714
00:38:25,600 --> 00:38:28,440
So this is one of the reason as 
well because these communities, 

715
00:38:28,440 --> 00:38:31,960
they were 4-5 years ago at the 
price which we are, you know, 

716
00:38:32,000 --> 00:38:35,280
launching the South area. 
So you need to also history, 

717
00:38:35,360 --> 00:38:38,880
like I said, you know, do your 
study, check what was the prices

718
00:38:38,880 --> 00:38:41,520
in these areas and why they are 
more now because there is less 

719
00:38:41,520 --> 00:38:47,400
availability for ready to move 
in #1 #2 like if you know, like 

720
00:38:47,560 --> 00:38:51,480
you said earlier, if you can see
something already, it's going to

721
00:38:51,480 --> 00:38:55,160
cost you a little bit more than 
what's planned for, you know, 

722
00:38:55,160 --> 00:38:57,720
coming up in 3-4 years. 
And you touched on a good. 

723
00:38:57,720 --> 00:39:02,520
Point about you're dealing with 
foreign buyers, different 

724
00:39:02,520 --> 00:39:06,040
communication styles needed, so 
how do you adapt to each 

725
00:39:06,040 --> 00:39:11,280
different nationality type 
that's coming in to invest so. 

726
00:39:11,360 --> 00:39:16,200
I think we'll cover this thing 
in our roadshow topic, but since

727
00:39:16,200 --> 00:39:19,560
you, I will elaborate in a way 
that you ask me multiple 

728
00:39:19,560 --> 00:39:20,920
nationalities you're dealing 
with. 

729
00:39:21,880 --> 00:39:24,840
You have to study each and every
country where you are doing your

730
00:39:24,840 --> 00:39:27,280
promotion. 
Even if the customer lands from 

731
00:39:27,280 --> 00:39:30,720
somewhere in Africa and you have
never been, you don't know, you 

732
00:39:30,720 --> 00:39:33,440
got just got a lead in your, you
know, from your company. 

733
00:39:33,760 --> 00:39:37,360
You need to go in Wikipedia 
search about how big is the 

734
00:39:37,360 --> 00:39:38,880
country, how many people are 
living there? 

735
00:39:38,880 --> 00:39:40,520
What are the taxation rules 
there? 

736
00:39:41,040 --> 00:39:44,400
You know what's really good on? 
On YouTube, you can just type 

737
00:39:44,400 --> 00:39:46,040
in. 
Let's say you're talking about 

738
00:39:46,040 --> 00:39:48,480
Nairobi. 
You can type in 24 hours in 

739
00:39:48,480 --> 00:39:51,280
Nairobi, Yeah. 
And there's so many videos. 

740
00:39:51,280 --> 00:39:52,680
Videos that you. 
Can so. 

741
00:39:53,520 --> 00:39:56,400
Just try and get to understand. 
That's understand and as well. 

742
00:39:56,400 --> 00:39:59,480
As you know, do research on 
online, what are the real 

743
00:39:59,480 --> 00:40:01,640
estate, you know, looks like 
there? 

744
00:40:01,640 --> 00:40:06,320
What are the, you know, like 
benefits for the people who are 

745
00:40:06,320 --> 00:40:09,640
investing in there and why, you 
know, what are the reasons that 

746
00:40:09,640 --> 00:40:12,800
made them feel like, OK, I want 
to invest outside my own country

747
00:40:12,800 --> 00:40:15,360
as well? 
Like maybe they're democracy. 

748
00:40:15,360 --> 00:40:18,200
It's not stable. 
There is tax, there is security 

749
00:40:18,200 --> 00:40:21,000
issues. 
You know, or just, you know, 

750
00:40:21,000 --> 00:40:22,680
like everybody wants a piece of 
Dubai. 

751
00:40:22,680 --> 00:40:27,120
So you need to identify the 
reason and that's how it gives 

752
00:40:27,120 --> 00:40:31,120
you advantage that you should 
know a little bit about their 

753
00:40:31,120 --> 00:40:34,600
culture, about their financial 
market, about their economy, 

754
00:40:34,600 --> 00:40:37,280
about social activities, what 
they are missing. 

755
00:40:37,280 --> 00:40:40,520
So you can offer them and you 
can do a comparative analysis 

756
00:40:41,000 --> 00:40:43,560
and pitch them the right ideas. 
Why to invest here? 

757
00:40:43,760 --> 00:40:47,400
That's one of my key factor when
I'm dealing with different 

758
00:40:47,400 --> 00:40:51,360
nationalities and if you could 
have an opportunity to travel 

759
00:40:51,360 --> 00:40:54,040
there for holidays, which I like
to travel. 

760
00:40:54,040 --> 00:40:58,600
I've been to more than 70 
countries myself, so I can come 

761
00:40:58,600 --> 00:40:59,520
up. 
I was there. 

762
00:40:59,600 --> 00:41:01,680
I've seen how it is and all 
that, you know? 

763
00:41:01,960 --> 00:41:05,200
So it's, you know, natural, 
naturally. 

764
00:41:05,200 --> 00:41:09,160
You know, your body language is 
giving them answers about their 

765
00:41:09,160 --> 00:41:13,680
needs. 
And you can do really well, much

766
00:41:13,680 --> 00:41:16,240
better than other agents who 
don't want to do research. 

767
00:41:16,240 --> 00:41:17,240
Yeah. 
Well, let's talk. 

768
00:41:17,240 --> 00:41:20,440
About roadshows then yes. 
What's your What's? 

769
00:41:20,440 --> 00:41:22,840
Your blueprint for a successful 
roadshow. 

770
00:41:23,600 --> 00:41:26,520
I think roadshow. 
It has become like a, you know, 

771
00:41:27,040 --> 00:41:30,760
sole typical practice from every
single developer. 

772
00:41:30,760 --> 00:41:33,240
They have hired business 
development managers, general 

773
00:41:33,240 --> 00:41:37,160
relationship team, They come and
call you, let's do a road show. 

774
00:41:37,680 --> 00:41:40,920
And trust me, most of these guys
working in developers without 

775
00:41:40,920 --> 00:41:42,560
prior history of doing these 
events. 

776
00:41:42,560 --> 00:41:44,600
When you ask them, OK, what's 
the plan? 

777
00:41:44,600 --> 00:41:46,200
They said you tell us what's the
plan. 

778
00:41:46,560 --> 00:41:49,320
So imagine a billion dollars 
worth of developer, they don't 

779
00:41:49,320 --> 00:41:52,400
know how to execute a road show.
They're asking the agency. 

780
00:41:52,400 --> 00:41:55,360
You do the marketing, we will 
pay for the venue. 

781
00:41:55,400 --> 00:41:58,360
That's venue. 
Can anybody can pay venue? 

782
00:41:58,480 --> 00:41:59,800
It depends on country to 
country. 

783
00:41:59,800 --> 00:42:03,120
If you're going to UK, your 
venue may be three 4000 lbs for 

784
00:42:03,120 --> 00:42:07,000
two days, but you need to 
prepare for roadshow and a 

785
00:42:07,000 --> 00:42:11,400
perfect, you know, planning for 
a roadshow would be just like I 

786
00:42:11,720 --> 00:42:15,600
messaged you, you need to study 
why people are interested from 

787
00:42:15,600 --> 00:42:18,320
UK in Dubai. 
Yes, because of taxes, because 

788
00:42:18,320 --> 00:42:21,360
the real estate market is not 
doing well or they have, you 

789
00:42:21,360 --> 00:42:24,280
know, certain other issues, 
security, security and all that.

790
00:42:24,560 --> 00:42:27,200
But then again, it's not only 
about these. 

791
00:42:27,400 --> 00:42:30,600
I, like I said, many people, 
they come on holidays in Dubai 

792
00:42:30,600 --> 00:42:33,720
and they fall in love with the 
city and they're like, OK, this 

793
00:42:33,720 --> 00:42:36,960
is very organized. 
I wanna invest some of my money.

794
00:42:37,560 --> 00:42:40,600
So you first of all, you need to
come up with a plan where you're

795
00:42:40,600 --> 00:42:43,200
setting up a budget for your 
marketing and you're picking the

796
00:42:43,200 --> 00:42:45,560
right venue. 
Like if you're going to UK or 

797
00:42:45,560 --> 00:42:48,200
Europe, make sure you're very 
close to the subway, you're very

798
00:42:48,200 --> 00:42:52,080
close to the public 
transportation because traffic 

799
00:42:52,080 --> 00:42:56,160
is crazy in these places. 
And people, you know, when they 

800
00:42:56,160 --> 00:42:58,000
know, OK, I'm going to drive 45 
minutes. 

801
00:42:58,000 --> 00:43:01,720
I'm not going location, the 
venue and the marketing budget. 

802
00:43:01,760 --> 00:43:06,520
And then you need to pick the 
right advisors who must have a 

803
00:43:06,640 --> 00:43:10,880
lot of knowledge about off plan 
and as well as you know that 

804
00:43:10,880 --> 00:43:14,720
they should know the the the 
basic things about the country 

805
00:43:14,720 --> 00:43:16,480
they are flying into for 
roadshow. 

806
00:43:16,920 --> 00:43:20,880
What ideas and what sorts of 
benefits will hit the, you know,

807
00:43:20,880 --> 00:43:25,280
the customers that they will be 
very, you know, willing to to 

808
00:43:25,280 --> 00:43:28,520
make a decision of buying an off
plan. 

809
00:43:28,840 --> 00:43:34,880
But it helps you if you can 
have, you know, a certain kind 

810
00:43:34,880 --> 00:43:37,320
of test, which is, you know, you
should have a network of some 

811
00:43:37,320 --> 00:43:40,920
real estate agency there and you
could, you know, ask them how's 

812
00:43:40,920 --> 00:43:44,440
their market, why people are 
selling, panicking, whatever is 

813
00:43:44,440 --> 00:43:46,880
happening, right. 
And once you figure out, OK, 

814
00:43:46,880 --> 00:43:51,000
this seems to be a good 
location, but I will add one 

815
00:43:51,000 --> 00:43:52,560
more thing. 
You can also check with the 

816
00:43:52,560 --> 00:43:55,800
developers what nationalities 
are buying and if certain 

817
00:43:55,800 --> 00:43:59,800
location the British are buying,
you know waterfront projects, 

818
00:43:59,800 --> 00:44:03,480
then you must go to London and 
offer them waterfront project. 

819
00:44:03,840 --> 00:44:06,600
You know. 
So this is how you do it. 

820
00:44:06,840 --> 00:44:10,200
But once you are at the event, 
there is something very 

821
00:44:10,200 --> 00:44:12,520
important. 
Most of the agencies, they do 

822
00:44:12,520 --> 00:44:15,600
marketing, the leads come in, 
they just send AVIP invitation, 

823
00:44:15,600 --> 00:44:18,080
walk into the road shows. 
But there is no qualification, 

824
00:44:18,240 --> 00:44:20,560
right? 
So I've done more than 70 Rd. 

825
00:44:20,560 --> 00:44:23,400
shows myself and even as a 
company we have done 40 Rd. 

826
00:44:23,400 --> 00:44:25,080
shows. 
I've sent my agents, they have 

827
00:44:25,080 --> 00:44:26,600
also learned from their 
experience. 

828
00:44:26,920 --> 00:44:28,960
Qualification of the buyers is 
very important. 

829
00:44:28,960 --> 00:44:30,640
How do you do? 
It you can ask. 

830
00:44:30,640 --> 00:44:33,960
Them basically 3-4 things before
you send them an invite. 

831
00:44:34,240 --> 00:44:37,280
Have you been to previous Rd. 
shows in the same place? 

832
00:44:37,280 --> 00:44:40,640
And if they might say yes, you 
can say, OK, how was it? 

833
00:44:40,640 --> 00:44:43,000
What did you like? 
Are you already negotiating on 

834
00:44:43,000 --> 00:44:45,840
some product? 
Maybe they're not so much 

835
00:44:45,920 --> 00:44:47,720
willing to open up to you and 
share. 

836
00:44:47,720 --> 00:44:50,760
Why do you care? 
You know, but as well as how 

837
00:44:50,760 --> 00:44:54,920
much is your budget, how what 
kind of down payment you have 

838
00:44:54,920 --> 00:44:57,960
ready with you and as well as 
you know, have you been to 

839
00:44:57,960 --> 00:45:00,120
Dubai? 
Have you, you know, like been to

840
00:45:00,120 --> 00:45:02,640
Dubai and exposed to some 
developers and locations? 

841
00:45:03,080 --> 00:45:05,600
And this is how it gives you an 
idea if he's answering, yes, 

842
00:45:05,600 --> 00:45:07,720
I've been to Dubai. 
I like this project, this and 

843
00:45:07,720 --> 00:45:08,800
that. 
OK, wonderful. 

844
00:45:08,800 --> 00:45:11,640
Come, let's have a chat and 
we'll discuss your, you know, 

845
00:45:11,680 --> 00:45:14,120
your need. 
But if you're just getting a 

846
00:45:14,120 --> 00:45:16,880
lead and saying, hi, thank you 
for signing up, this is your 

847
00:45:16,880 --> 00:45:19,520
invitation. 
Come, the person comes and say, 

848
00:45:19,520 --> 00:45:23,240
OK, what do you have? 
And you are, you know you're 

849
00:45:23,240 --> 00:45:26,560
flying and going there for 
limited period of time, 48 

850
00:45:26,560 --> 00:45:28,240
hours. 
You don't want to sit two hours 

851
00:45:28,240 --> 00:45:30,480
with the customer who is not 
ready. 

852
00:45:30,840 --> 00:45:33,600
But he's saying up front, I want
to buy next year. 

853
00:45:34,200 --> 00:45:36,840
So you also need to know how to 
handle this kind of customer. 

854
00:45:36,840 --> 00:45:40,320
You can be honest with them. 
We are here for 48 hours, from 

855
00:45:40,320 --> 00:45:44,000
8:00 to 6:00 PM, 10 hours. 
We have this very short time. 

856
00:45:44,000 --> 00:45:46,720
We want to give it to the people
who are actually ready. 

857
00:45:47,080 --> 00:45:50,560
And yes, let's keep in touch 
whenever you need something. 

858
00:45:50,560 --> 00:45:53,360
When I'm back to Dubai, you can 
write me, we can have a Zoom 

859
00:45:53,360 --> 00:45:56,360
call, we can discuss your thing.
So basically preparation of the 

860
00:45:56,360 --> 00:45:59,240
venue, the marketing, the 
budget, the sales advisor you 

861
00:45:59,240 --> 00:46:02,960
are sending and the 
qualification is very important.

862
00:46:03,320 --> 00:46:07,320
Then you can rely on having good
results and talking about the 

863
00:46:07,320 --> 00:46:11,040
results we have. 
Even like me personally, I've 

864
00:46:11,040 --> 00:46:15,640
converted one of the Roadshow 
clients in 2019 to a 400 million

865
00:46:15,640 --> 00:46:17,480
grams worth of an investor. 
Wow. 

866
00:46:17,600 --> 00:46:20,320
So you, you never know who 
you're going to meet, you know, 

867
00:46:20,480 --> 00:46:22,160
Yes. 
So this is something 

868
00:46:22,160 --> 00:46:24,360
interesting. 
We're still doing it and I'm 

869
00:46:24,360 --> 00:46:26,760
looking forward to do a lot of 
events in the future as well. 

870
00:46:26,840 --> 00:46:29,880
OK, amazing. 
And I'd like to finish on your 

871
00:46:29,880 --> 00:46:35,000
advice for people entering the 
off plan market. 

872
00:46:35,000 --> 00:46:37,640
So as in not agents. 
I'm talking about homebuyers. 

873
00:46:37,640 --> 00:46:39,360
Homebuyers. 
Both the. 

874
00:46:40,080 --> 00:46:44,120
End user off plan buyer and the 
investor off plan buyer. 

875
00:46:44,120 --> 00:46:45,440
The brand is very. 
Important. 

876
00:46:45,720 --> 00:46:47,560
Yeah. 
And the finishing and the 

877
00:46:47,560 --> 00:46:52,200
location and as well as it's, 
you know, if it comes with the 

878
00:46:52,320 --> 00:46:55,360
bonuses like you know, you have 
a lot of retail downstairs 

879
00:46:55,360 --> 00:46:59,080
coffee shop where you know, you 
can do work from home. 

880
00:46:59,400 --> 00:47:02,600
As well as I think the value for
money is very important for end 

881
00:47:02,600 --> 00:47:05,520
user because most of the end 
user product are more expensive 

882
00:47:05,520 --> 00:47:08,520
than the investor product. 
And the reason is that the 

883
00:47:08,520 --> 00:47:10,440
attention to details the 
quality. 

884
00:47:10,720 --> 00:47:16,120
So end user should go for good 
locations such as downtown 

885
00:47:16,160 --> 00:47:20,320
Marina, JBR and if they're 
talking about from the lower 

886
00:47:20,320 --> 00:47:24,480
point of budget you should go in
a community better than a stand 

887
00:47:24,480 --> 00:47:28,320
alone tower or concept of small 
living and the. 

888
00:47:28,840 --> 00:47:32,920
Top tip from Fahan Ali for the 
off plan Investor investors. 

889
00:47:33,520 --> 00:47:37,000
Top tip, you should go ahead and
buy in the under like 

890
00:47:37,000 --> 00:47:40,840
underdevelopment areas such as 
Dubai Island is your topic right

891
00:47:40,840 --> 00:47:45,160
now, as well as any master plan 
coming in Dubai Land or Dubai 

892
00:47:45,160 --> 00:47:47,760
South. 
And if you are a fan of an 

893
00:47:47,760 --> 00:47:51,240
apartment, for example, like you
should go for maritime, you 

894
00:47:51,240 --> 00:47:54,240
should go for Creek Harbor 
because that's the new downtown 

895
00:47:54,520 --> 00:47:58,840
location, vehicle location, 
which is not developed, which 

896
00:47:58,840 --> 00:48:04,160
has still margins #2 that 
company that has a very good 

897
00:48:04,160 --> 00:48:07,280
history delivering on time. 
And the last thing I would 

898
00:48:07,280 --> 00:48:14,560
definitely mention is if you can
hold it, because we are not 

899
00:48:14,560 --> 00:48:18,080
going to deliver you the same 
kind of gains that we did in 

900
00:48:18,080 --> 00:48:21,680
2021 and 2022. 
You got to keep patience because

901
00:48:21,680 --> 00:48:24,840
we are coming back to the 
reality of real estate, which 

902
00:48:24,880 --> 00:48:27,560
means. 
Which means. 

903
00:48:27,560 --> 00:48:31,080
That you need to give a little 
bit of time which can be two 

904
00:48:31,080 --> 00:48:35,760
years to three years and you can
really enjoy benefits of this 

905
00:48:35,760 --> 00:48:38,000
investment. 
So for an end user, an investor 

906
00:48:38,000 --> 00:48:40,120
both. 
Lastly, I would like to mention 

907
00:48:40,120 --> 00:48:43,360
the accessibility to the 
project. 

908
00:48:43,480 --> 00:48:45,840
You know most of the agents, 
they will promise you that they 

909
00:48:45,840 --> 00:48:50,440
can deliver you the unit, but if
they are not prepared in 

910
00:48:50,440 --> 00:48:52,640
advance, they don't have a 
strong relationship with the 

911
00:48:52,640 --> 00:48:55,440
developer and they didn't ask 
you to put an expression of 

912
00:48:55,440 --> 00:48:58,360
interest at the right time or 
made a decision at the right 

913
00:48:58,360 --> 00:49:02,080
time, you're gonna miss out on 
that opportunity and any other 

914
00:49:02,080 --> 00:49:05,480
opportunity coming next to you. 
You will be confused because 

915
00:49:05,480 --> 00:49:08,560
once you miss a very good 
opportunity then you are all 

916
00:49:08,560 --> 00:49:11,240
over the place. 
But Dubai got you. 

917
00:49:11,640 --> 00:49:15,680
We still have good options and 
you should go for off plan. 

918
00:49:16,080 --> 00:49:19,040
But how do I know? 
That whether the agents got a 

919
00:49:19,040 --> 00:49:21,760
good relationship with the 
developer or not, there are 

920
00:49:21,760 --> 00:49:23,880
certain reasons. 
You can search about the company

921
00:49:23,880 --> 00:49:28,000
he works or even you know, you 
can like maybe check their 

922
00:49:28,280 --> 00:49:31,360
ranking at RERA. 
They've got three stars, 4 star 

923
00:49:31,360 --> 00:49:35,520
transactional history as well as
Google review helps and as well 

924
00:49:35,520 --> 00:49:38,720
as you can ask for their social 
media because if somebody is 

925
00:49:38,720 --> 00:49:41,120
successful, they might have 
something to offer. 

926
00:49:41,120 --> 00:49:43,360
I know it's personal. 
Some people don't like to show, 

927
00:49:43,760 --> 00:49:47,600
but all these things it helps 
you to, you know, to stand out 

928
00:49:47,600 --> 00:49:51,360
in the market. 
You might have your link tree 

929
00:49:51,360 --> 00:49:54,320
where you have your history, 
your introduction if you don't 

930
00:49:54,320 --> 00:49:58,080
have make one, OK. 
Top tips from Farhan Ali. 

931
00:49:58,080 --> 00:50:01,080
Thank you so much. 
Feel like I got a one-on-one on 

932
00:50:01,080 --> 00:50:05,040
off plan and road shows and 
yeah, that was really useful. 

933
00:50:05,160 --> 00:50:07,560
Yeah, I. 
Am glad that you know, I got an 

934
00:50:07,560 --> 00:50:10,280
opportunity to share my 
experience and as well as you 

935
00:50:10,280 --> 00:50:13,640
know, the the things were 
discussed about real estate, 

936
00:50:13,640 --> 00:50:17,960
which can help the agents or the
clients and hopefully I'm 

937
00:50:18,080 --> 00:50:22,600
available in the market and 
please put my Instagram account,

938
00:50:22,760 --> 00:50:25,560
we'll be right down. 
Here in the comments because I 

939
00:50:25,600 --> 00:50:27,680
in the. 
Comments I missed out on doing a

940
00:50:27,680 --> 00:50:32,400
lot of social media content, but
my team, my wife, everybody 

941
00:50:32,400 --> 00:50:34,160
pushed me do a lot of social 
media. 

942
00:50:34,160 --> 00:50:37,800
I'm like, OK, I'm gonna go on 
podcast I'm gonna show, you 

943
00:50:37,800 --> 00:50:40,520
know, the the world. 
That's what do I have to offer 

944
00:50:40,520 --> 00:50:43,280
from content. 
Content is king now, got stock 

945
00:50:43,280 --> 00:50:45,800
is king and content is king, 
Stock and content. 

946
00:50:45,800 --> 00:50:48,440
Both are very important, yeah. 
Yes, brilliant. 

947
00:50:48,720 --> 00:50:50,120
OK. 
All right. 

948
00:50:50,120 --> 00:50:52,600
Thank you very much. 
Don't forget to like, share and 

949
00:50:52,600 --> 00:50:53,200
subscribe.