This Broker Generates 1,000+ Warm Leads a Year From TikTok - Here’s How You Can Too

We are the top 0.5% of creators on TikTok for car finance content. It's Jack Henderson and Amy. When we were really ramping it up, we were getting 20 bookings a week. That's crazy. I know. You've my guest today, Ashley Van Rossmolle, founder of No More Finance. Welcome. I was one of the top 4BMs in Australia. Naturally being a little hustler. I thought what are two really lucrative industries? Finance and yachts. I started No More and I also applied for a job in Croatia on a yacht. I was scrambling eggs on this yacht, getting a call. I was like, "Yeah, you used to work at your master. Can you do my car loan?" I'm in the galley. "Oh, you're just making it happen somehow?" I distinctly remember when we started TikTok. I honestly thought who would really trust someone on TikTok with their money? It takes 10 touch points before they were booked or buy. I'd be watching your content for a month or so. We've built the trust and also we've become a strategic about the tight content week post. If you're young, you're hungry, you want to move the needle? You actually can. I mean, people buy from people they like. So, you like a boat. It's so high. If you're not delivering excellent customer service, they'll just find the next one. Welcome to this week's edition of Beyond the Numbers with Christian Stevens. My guest today, Ashley Van Mosmelon, founder of No More Finance. Welcome. Thank you. Thanks for having me. I was saying before to you that your brand and you stood out instantly to me the first time I saw you. From marketing and branding perspective, which I think is exciting, given that there's a sea of businesses but all and we cut exactly the same as each other. So, standing out can be hard and a saturated market, but you seem to do that easily. Also, your confidence on camera. The most broker's most business owner is the idea of getting in front of cameras absolutely terrifying. So, I think when you couple strong branding and marketing with confidence in front of the camera, you can't not succeed. So, that's why I've got you on. But would love to know a bit more about you. I guess your journey to date, how you've ended up here and how do you think about launching your business? Yeah. Well, I mean, I can tell you how I started. It's a little bit. It can be everything. I know orthodox. So, for those who don't know, I used to work at Mazda. So, I was a business manager there in 2019. Yep. And then I was there since 2019 to 2022. And I'm very nerdy like throwing through. So, yeah, I really enjoyed working at Mazda and the job itself there. But I'm very entrepreneurial and like, I'm a hustler at heart. And I just knew I wanted to do something on my own. So, naturally being a little hustler, I thought, I mean, I was 22 at the time. I thought, um, what are two really lucrative industries? So, I thought finance and yachts. Yep. So, I was basically like, well, let's go. Both of those. So, I left Mazda at the end of that year. And I thought, okay, I'm going to start my own brand. This is going to be easy. There's so many businesses out there like, let's just do it. And I had, I was one of the top four B.M.'s in Australia. So, I had a bit of clout, I guess, there. So, I thought, ah, everyone cares about that. That'll translate to broken. Ru-chok. So, I started Noma. And then I also applied for a job in Croatia on a yacht as a chef. Awesome. Yes. So, you can cook as well? Yeah, my daughter chef. Amazing. Yeah. That's a great skill, though. Yeah, it's a really good skill to have. I can eat. Maybe I'll cook first. Perfect. So, yachts in Croatia? Yeah, yachts in Croatia. So, your whole season? Well, yeah, so I started Noma. And then it was obviously really quiet. Because I was in my bedroom. Nobody knew I was a broker. So, I was like, got this yacht job. Went to Croatia in Greece. Started doing the yachting. But then I started getting customers at Noma. So, I was like scrambling eggs on this yacht. Getting a call. Being like, hey, yeah, I used to work like work with your master. Like, can you do my carloon? Here's the numbers. And I'm like in the galley of a yacht just making it happen somehow. So, that's kind of my origins to it. So, I did that for three years doing like both of those. Well, it was the, um, with the boat, you're on. So, I'm also a little bit boat nerdy. So, we were on like Katamirans. Yeah. We're like Bali-fire fours. Really nice sailing yachts. Sailing through Greece and Croatia is like some of the best water. So nice. It's different to Australia. I love a pebble beach. My wife's Serbian. So, we do Serbian Croatia, but Montenegro, Bosnia and everything. Whenever we can go to Europe, but the whole coastline there is just phenomenal. All the islands. Yeah. I did a bit of a stint in the Caribbean as well. Awesome. Yeah. That's top tier. Basta, super yachts. Yeah. And then I got busy. And you got busy. So, I was like, longevity, no more. So, came back and then I only really went in on no more in June last year. That's when we started on TikTok, Instagram, and I invested a lot in some strategy to help us get there. What did you actually do in terms of, when we said invest it a lot in strategy? Yeah. It's like, I find this stuff like non-negotiables. You want to, if you want to have a really strong brand, you want to have an idea of what you're going to do from a business perspective. Most people don't put that time or the investment into that, therefore the brands are quite vanilla. Now, actually tell me a bit more about what you did. Yeah. I think I take a lot of inspiration from other brands, like not just the breaking industry, because it might be a bit hectic for me to say, but like some brands are quite behind. You know? So, I think if we're going into, if you're looking at like marketing businesses and other bigger businesses and other industries, they're so far ahead with technology, AI-like systems processes. So I'm like, cool, I'll take the best of them and then bring it into my breaking business. And I think I also didn't start really working in a broken business ever, so I didn't really learn certain habits. So I kind of just built it brick by brick. A fresh approach as well as always in a veg. Kind of built it the way I thought made sense. And then turns out, it's been really good. Is that kind of answer? Yeah. Yeah. Talk to your branding, because I know, you remind me a lot of Morgan, I'm paying you finance. In terms of having a strong brand, confidence, getting cut through relatively quickly, comparison to what other brands get. What did you strategy like? I think like, you can't make everyone happy and you can't collect them all. Like, you have to go in on like a niche or also picking these. Why did you put in brackets? So like overused. But like, it is, but it's not used. Like it's overused in conversation, but no one actually does it. It's not implemented. It's like a handful of people that legitimately own a niche. I think also with your niche, a big mistake that I see is people picking like a glamorous niche. It's like, so for example, when I started knowing my, I was like, I'm going to be Medfin. I'm going to, who am I to walk into a doctor and be like, I'm going to do your 8 million dollar loan in Balmain? It was a nice idea, but in actuality, like you should swim with a stream. So I was like, what customers am I easily getting now that appeal to me? And also what experience do you have that's relevant? I'm always told that story that I was struggled to get accounting referrals until I took someone with me, another broker who used to be in account. I remember sitting there in the meeting, and listening to them talk, and it was like they were talking about. Yeah. And then I realized like, the issue isn't me. It's just that I don't speak that language. The language. So they're not going to want to do business with me. And that's when I, the power of a genuine niche, but I can make it a please. That's right. You're most of the three or four years. You own that. The very easy conversation of people are buying cars. Yeah. Talk about cars. I'm probably using a lot of this. Yeah, because finance isn't as existing in the world, but the asset you're buying, whether it's depreciating or not, is an easy conversation if you have relevant. Yeah. And even like, I remember on social media, you know, dealerships don't really have the best wrap. Yeah. So I was like, hmm, do we even bring up that I used to work there? But now one of our strongest hooks is I used to work at master and XYZ, like it's such an authority piece. I say that all the time. If you've got like a bank to broker, experience all this relevant, experience on the other side of the fence, buckets, it's a huge value add. If you position it the right way. Yeah, exactly. Uh, content. Yes, my favorite. Uh, like what does that look like? Because obviously I see, uh, it online. Mm-hmm. Obviously, uh, but, uh, what is your strategy behind that? I don't know, I guess what does it result from when you started? Yeah. Yes. You're again. I mean, like I definitely saw a shift in our industry with the consumer like, searching online. Like people are so much more informed now. Mm-hmm. And they go to do that online, but also through social media. Yeah. I distinctly remember when we started TikTok. Like, I don't know about that. I thought we just post funny videos there. But turns out, like we are the top 0.5% of creators on TikTok for car finance content. It's Jack Henderson and then me. So yeah, clearly it works. And most of our bookings come through TikTok as well. So anyway, we wanted to take that seriously. Let me sum numbers. What does it look like from a follow-up perspective? Bookings, like how does that translate? When we were really ramping it up, like we were getting 20 bookings a week. And I'm a small brother. That's crazy. Yeah, I know. If you aren't like, it's probably before you. Like to go and get 20 clients manually. Yeah. Like that is a enormous amount of work. And you have to be shit hotter what you do. Yeah, yeah, yeah. And that's like a five or six year trajectory to get to something like that. So it's crazy that you can Educate, do what you're doing all day and have inbound or organic and quite whilst building your brand at the same time. - Even this week we are up to our eyeballs and we still like we're getting bookings on TikTok. I'm like, no, no, no, no, like too much. - What a great problem to have though. - Such a good partner. - This is what I, like, I, we've got a young girl in our business who's doing some of our marketing for us and she got me to send through all old photos and stuff all my, you know, 10 years of breaking. I was looking through this morning and there was some stuff on there from when I started my first home by a group when I started on Instagram and started on LinkedIn even was told relentlessly that it wouldn't work. I wouldn't be able to generate leads of social media as a waste of time. It's just so crazy how much traction you can get if you just lean into it. - Yeah, and I think my generation, the largest generation now. So like you'd be crazy to not listen to how they want to. - And also what, what, like, you don't understand this, right? It's when someone reaches out to you. It's like almost a 100% conversion. - Some of them not be able to serve us or something. Like, you know, having to pitch to them. Not only give them the, yeah. So it's just more like a hay I want to proceed with you to make it happen. - With socials, it takes pretty much like 10 touch points before they'll book or buy. So like, even if you're not seeing the traction straight away, once that person does book in, like they're hot and ready to go and we get that a lot, they're like, I've been watching your content for like a month or, you know, we've built the trust and also we've become more strategic about the type of content we post. So if you're posting a lot, you've got a following, but you're finding that the leads are not what you want. It's something to do with your content. - Yeah. - This is crazy. 20 a week, over a thousand. - Yeah, it's not always that much. - Yeah, of course, but like, you know, it could also be more than that soon. - Exactly. - So, you know, a thousand a year off the back of 12 months of content, mind-blowing. Tiktok, what else are you doing Instagram? - Instagram, yeah, Instagram's good. Yeah, I have a full-time social media person. - Yeah. - What does their day look like? - We have a lot of fun. - Yeah. - But like, you should though, I think. - Oh, yeah. - They could tell with the content. - You think it's a generational thing. Having more fun at work. I was talking to my business partner about this because we've got quite a few younger people in our business and I want to call it unprofessional, but the way that I was brought up and how, when I started breaking, it was much more like, you know, it's ironic that I'm wearing a suit today, but where is it to work? You know, be polished. - In the hierarchies. - Yeah, but now it's like very different. - Yeah. - What is acceptable and what works, I think. - And I think also being a younger boss for me, that's been fun. - Yep. - Because there's been time. I've found, I feel like something I didn't expect is how hard managing people would be once I had staff. - Like. - Yeah, I've heard about it out the hardest thing in business. - Yeah, and we recently did a personality test with everyone, which was quite fun. And each person in their role, like, sings in their role based on their personality. I'm like, oh, that makes so much sense that, you know, Kelly is our lending assistant because she's this kind of person and yeah, being a young manager, that's kind of tricky in its own right. - She never asked a woman their age, but how old are you? - I'm 26. - That is young. Which I think is an advantage. I'll say this all the time. Like if you're young, you're hungry, you want to move the needle, you actually can. - Yeah. - And even though the market is saturated, it's saturated by an average quality of broken, in a negative way. Like, the amount of opportunity there is for someone who wants to come in and do something different. - Yeah, definitely. - And have a strong brand and you can get pretty quick traction. - Yeah. - And I do like that. And also like with how the industry is changing like, I've noticed customers are super informed. So like, damn, if you're like a lazy, uninformed kind of complacent type of broker, like someone else is going to be there, and you value you on a daily basis. - Yeah, customers expect that. - But it's standard so high. Like if you're not delivering like excellent customer service, they'll just find the next one. - And the purpose of doing marketing is to be front of mind when someone's making a purchasing decision. They're not going to think about you if you're not producing content. - No. - And it's such an easy way of getting from other people, building a brand, ultimately building a profitable, sustainable business. - Yeah. - Start out with one person, where are you at now? Like what does a team look like? - Yeah, so we've got Kalee, who's my landing assistant. She's my OG. I actually hired her like on a whim. I actually used to work with her sister when I did a little internship at a mortgage broker. And I was driving, this was in the yachting kind of era. I was driving to a wedding in New York. And I got this call from this random lady. I was like, hey, and then she's like, oh, I really want to work with you. I'm not sure if you're hiring. And I loved her so much on the phone. I was like, I'm not hiring, but like we could put you on casually to help me out. And turns out she's the best thing ever. So we've got Kalee, landing assistant, and then Akaseo is our commercial broker. She's a gun. She used to work at a different brokerage. And yeah, she's loving working with us and having so much more kind of independence in her role. So that's great. And then we have Bella, who's our social media manager. You're mainly doing asset. Yeah, asset only. I said it only. Yeah, we're not a mortgage brokerage. Well, I think like I know a couple of asset finance brokers 'cause I'm in the industry, but like if you asked most people, they wouldn't be able to tell you what. Because it's an ice cream opportunity to me. I've always said that if I have my time again, I'd either be asset finance broker or I'd be a commercial broker specializing. Yeah. Development funding. Okay. 'Cause I just think there's huge, huge opportunities there. What have been some big learnings over the last 12 months? Like what are things you've done where you've gone? I couldn't ever do that again. Or that was unbelievable. Why didn't I do that sooner? Different. Like things can change faster than you think. So for good and bad. Yeah. There's definitely been times where I've counted my chickens before they patch. Yeah. And I'm like, dang it. Yeah, things I would do again change. Definitely like I would have gone in authentically on social media sooner. People are too polished. Yeah, I agree. And people, you know, when I post like, I don't know, it's something random. Like what are eight people like, oh my gosh, you're like healthy eating sour craps doing Pilates and they resonate with that. I got more people look at my own content at the moment than any of my social media related to book in my career, which is funny, right? Because and the same thing happened with your renovation of paintings mind blowing. The amount of people were in boxing me like following the renovation journey and being relatable and just being a normal middle aged loser who likes his lawn. People are, you know, appreciate to be going, love the content can't wait for the weekend update. Yeah. You know, so be likeable. Yeah. And I think it's a shame I think people are really conservative on socials. Or yeah. Yeah, I think, you know, Adam Sullivan's a great example is someone who's just talking so naturally and his piss and heves the people off. It's all good though. I'll look, I think to do, as I said, before we start, if you want to do big things and you can industry, you're gonna rub some people out their own way, normal because they don't understand or because they find you intimidating. But, you know, first they laugh and they follow. Yeah. But I think what are you doing is fantastic and obviously with that traction, like that would be more about inquiry than most established businesses more than 10 years anyway just getting started. Yeah. Yeah. Plan to be 527. What's on the horizon for no more? So we do a lot of like experimenting stuff. That's probably something you wouldn't see on social media necessarily. And I recently watched a. You mean like tri-reels and stuff or like when you say experimenting, do you mean. More fun. Like. I'll. I recently like watched a panel that explained it really well and they were talking about. 'Cause we say experimenting, but we're highly regulated industry. We can't just experiment with like using loose-tone pepper on, like. So instead of experimenting with the product, I'd suggest experiment with stuff on the back end and like the delivery. So probably not even the customer facing stuff. So for example, we're gonna go really in on online application forms. And I think you don't want to take that too far though because a really big part of our feedback Google reviews, I'm obsessed with Google reviews by the way. Like I'm addicted to them, it's almost not okay. I get so much more satisfaction from getting a really good Google review than the commission's lip coming. Like. Well, it's a natural. It's a natural thank you, right? Like if you're not getting a Google review, you're not asking for a referral to a family and friend. It's such a missed opportunity because obviously, firstly, it's great to get it and feel good about it and the customer have a good experience without a site from a marketing perspective. Like what you can do, you can repurpose that account. Socials, you can use it to grow your SEO, your presence online. It's such an easy way of getting in front of more clients without paying for anything. - Mazda really taught me about like the lifetime. LTV, a lifetime value. Like focus on that. I think people are. - Making clients stick here and increasing revenue per client is such a needy way of growing. It's running getting new clients forever. - Yeah. And I think people focus a little bit to short term. I'm very like long horizons with my decisions and investments and stuff. And I think that would be a way to go. If you want to build a brand and stick around for a long time, time. Yep. What I'd agree with. Connective. And your text stack? Like what are you? What are you using? Yeah. So this is with experimenting. So back to our experiment. So yeah, we're going to part with someone to do a lot of more online application AI stuff on the back end to help us because basically we're in a position now where we're either going to hire more brokers, which we will be doing. Starting? Yeah. But that's hard because as you said, there's not heaps of asset finance brokers. That's not. Yeah. You had two options. One, you can depote someone, which is pros and cons for that. Or you can train someone up, which ultimately, if you've got a lot of leads coming in, their job is just to manage the client expectations and the front end. I think you can train that in like six months. Yeah, we have good systems and I didn't really realise it because I actually don't I'm quite like isolated with things that I do. Like I don't really pay too much attention on what like other people in the industry are doing too much because I like to just listen to my gut and try to do things the way I want to do them. But yeah, I don't know if I can say this, but my aggregator might have shown me some stuff from another broker in their systems. And they are quite they're doing a lot, but the systems were so poor. I was like, holy shit, if that is what like the best players are doing like, we can smoke them. You'd be surprised how average systems and processes are at the bigger brokerages because there's more like legacy stuff. Yeah, been around forever. It's like trying to change something too difficult. Yeah. Often often bigger brokers as well have like individual siloed brokers within their business. They're all doing their own thing. But that's where you got another unique opportunity when you start a business, we're fresh in industry. You don't have all that legacy shit. You can start your in business, take the best of this, the best of that, the best of this, and ultimately create a better product which you have. That's one of the coolest things about us growing is like, obviously when I started, I knew I wanted to give beautiful settlement handpours and various things, but you just don't have any excuses. What are you in the settlement handpours? I love the settlement handpours. I'm very anti-eft. Have you heard that Magnolia Tree company, they send every single client tree? No, that's nice though. They plan a tree for you? Is that the same thing? No, I'm pretty sure they ship the tree to your house. I was like, So on the Lone or Shaw Sydney, there's Jacaranda trees everywhere. So when in like the last 50 years and up until probably 20 years ago, the nuns at the Marta and Lone or Shaw and you had a baby to give you seats. You plan the Jacaranda seat in the front of the garden. That's why the whole Lone or Shaw has Jacaranda trees. It's similar to that. So maybe the whole whole of Melbourne will have your trees. Yeah, no, we're not doing trees, but what do you do then? Why are you anti-handpours? I just don't know. I just think, I guess like we're not saying this, but if you're doing a good job for the client, if they want to get you something, that's fine, but I feel I can understand when you're starting out, you want to get your clients' presence. But when you get to a certain point, I'm by 50 of these a month. Business starts growing and you get to a point where this is a full-time job trying to get people to pass in these out to someone. I don't know. I've just never been a big gift. I don't believe like some people, we don't brand the crap in it. Some people like, yeah, put my name, nobody wants my name on the camera. But nobody wants my name on the camera. So I don't think it's that, but it's a appreciation token, I suppose. We'll see if we keep doing it. I'm really loving it. But look, each there, right? There's no right and wrong. And if it works, I've also heard over the years, I've rather than give me a hand part, like there's a case study on. giving delayed gifts, so I'm giving one hand, but at the settlement, you give a bottle of champagne, then three months time, you give some movie tickets, then six months time, you give something to do with the house. And it's the same stuff that was in the hamper, but they just give it on three separate occasions. And I got like an 80% book. There's a real research around the way that mine works and with repetition as well. But again, what works well is branding and marketing. If you're in front of people or time on socials, then like it's kind of relevant when you're saying them because they're all watching you every day anyway. Yeah. And they turn their friends about you, they're leaving you good reviews, hopefully. With the first year behind you, which is always the hardest. Yeah. What it is, right? Like, uh, uh, you just pumped up for the next year ahead, knowing that you've got, I guess, that strong foundation built in what's possible with the good team around you. Yeah. Yeah, like the good team around you. Yeah. Shit's crazy. Like, and they're all like, they have so, like, they've got their own unique skill sets. Um, and just being able to like come together as a team to get the best solution for the client. Um, and even like, we'll pair clients with people that I think will gel with them best. I guess the team is a big one, but also resources like sucks shit when you start and you're like, you know, everything could be better like you wearing all the hats as well. There's someone that's better than editing videos or creative and stuff, but if you can just like stick it out long enough, it will come back because, you know, think about it. If you do a good job, does make you appreciate a little more as well once you've got it. Like, I read when I used to do this and do that, and do this and do that. Um, things should double in theory. So you can just like hang in there long and off. Yeah. Um, and listen to the right people. Um, and trust your gut as well. If you're doing something differently, like it could work out just because nobody else has done it. It doesn't mean it's not the right thing to do for you. And you broke it. It's one of the starting. Can we put feels out already or we're actually doing something really fun in the marketing space. Okay. Uh, toward the end of the year, we're going to launch a six week ish cohort for 20 people would be like an application only thing where, um, so wedge is the company that did our strategy. Yep. Um, Kim is the founder of super strategic. She's to work at Reese and companies like that. Um, and she's done a really good job with helping people define their strategy and highly regulated industries. Yep. And then help you actually implement it. And I mean, like for us, it was next level. Yep. It's not like an agency, you know, technically they are an agency, but like if you ever work with them, you'll get the, she's different. And um, the 20 broke. Yeah. So we're going to do a bit of a marketing cohort. I think it's great. Yeah. Because not everyone's ready to like work with her on that level. It's a big investment. So we're like, okay, this is something that lighting conquer. Yeah. Yeah. That's because I've had a lot of brokers reach out to me about how to get on socials. And I can only give them so much. So I'm like, okay, let's rally. Look, that's, I couldn't understand that more. Um, which is the biggest component. I thought the broker's going like, how did you do this? I'm like, it's not that mind-blowing. If you just actually put a plan together and work with people, then know what they're doing. But the execution on the tail end is as important. You can have the best strategy in the world, the best brand in the world. But if you aren't doing anything with it, yeah, exactly. It would get really caught up in that. Yeah. But I like, like I just love to see the momentum you're building. And it's exciting knowing this is the worst you're ever going to be as well. Yeah. Like it's just that once you get that momentum, and the branding, everything else starts aligning. And as you said before, once you get a team that are aligned, running in the same direction, what you can achieve is staggering. Yeah. Um, definitely. And definitely that, you know, for people for X kind of mentality. Yeah. And I didn't realise how cool that was because I've worked in teams that weren't curated by me. Okay, I'm asked, well, like a different brand or anywhere I've worked. People that's coming in, clocking off, and it's just not. Yeah. But it's also like, how far can sick I got to chose all these, I chose everyone. All these individuals. Yeah. So I want to be, what a be crazy for you as well as like in 12 months time, seeing where they were, to where they've grown to. And like what their new norm is like, was their biggest ambition when they started. Um, yeah, like even for us, like anyone that's been around now, because for a couple of years now, seeing where they're at now and what they're stressed about. And so that's what they used to be stressed about. It's just, it's just great to say. Do you have this as well? Because all my team are like overachievers. And they will really harsh on themselves. And we did some reviews recently. Um, yeah, I'm really nerdy about management and learning that because I know it's like not my strong suit. So now I'm kind of like over killing it. And I have these really cool annual review things and these wins and warriors we do every week. But in that they were, you know, proud of themselves, but they were like, oh, but this is where I want to go next and like really focusing on the future. I'm like, can we just take a moment to realize that you're killing it? And like, remember last year, you didn't even know how to like complete the application form. And then this year, like that, that's a trade of a high performance is the one to always do better. And also, if you're in a high performing environment, you often get disconnected with what average performance is. Yes. And look again, that's a compliment to the environment that you build. The people feel like, you know, really good performance is still not good enough. Um, even when I worked at pure financial before launching flint like every broker there was top 1%. So like what the, what an average month there was versus anyone else in the industry. It's kind of self reinforcing as well. If you are a broker thinking about watching your own business and you're on the fence and you're just doubting yourself a little bit, what's some advice Ashley can give to a young broker thinking about giving me an aircraft and I guess what would make that easier? - Yeah. I think I'd say, definitely get on social media if you enjoy it. - Yeah. - If you enjoyed or just get it like, 'cause it was funny that last we put in there, it should be non-negotiable. - I guess, but I mean, yeah, it's kind of a good question. For example, I had-- - What on all people, should be on social media? - No, for example, I had a really older person with an older demographic. I'm like, if your clients are on social media, if they're the ones you want, then go on that. But if they're milking a trial book somewhere that, you know, I-- - But I, yeah, like I hear you, but sometimes the older-- - I guess that's-- - People are endearing. They've got a he/she knowledge. And sometimes because they have a male social media, they're not as like-- - I mean, that's a niche. - They just talk naturally, yeah. - Like-- - Not being on social media. - No, no, sorry. - I guess there's a lot of young people on social media, but like, yeah. I mean, that's where everything's going to get on social media. And also like a tip would be, crap, you don't have to post everything. So like make videos, you don't have to post them. Just experiment, get used to seeing yourself-- - 80% of it is just doing something. - Yeah. - Because you'll learn, like when you, as you said, when you first launched an application, it's probably gonna be pretty average. - Yeah. - And after you've done 100 of them, you're probably gonna be in absolute weapon. - Yeah, and if you say like, oh, I'm gonna wait until I'm better on camera, it's like, I'm sorry, but the only way to do that is-- - Yeah, it's by doing-- - Yeah. - Yeah. I found actually some videos from 2018 on my phone, explaining like what a broke indeed, and this morning, which we're mortifying. But I've always tried to give it a crack, right? Like to be honest, the idea of doing a podcast was to get the shoot out of me. But like now, 30 episodes in, like it's the edges thing in the world. And I'm only just getting started. So I try and encourage everyone in our business to give it a crack, 'cause any person holding you back is itself, right? And you make this huge thing. - Yeah. - It's not like no one cares as much as you do, and ultimately like you're just relying on some information in a short, snippets. It's not like it's not a spillbook movie. - Yeah. I think the good thing is we are on the phone all the time. Like we're taught, we haven't to articulate our work to people all the time. So like, I believe in every broker that you can actually get on socials. Like maybe even if you're taking a call with a client, like just video it. - What I've said. - Yeah. - Like, you've got it. - Storytelling is quite powerful as well. - Yeah. - Not that anyone doesn't want to hear about, you know, how to ask it, so I would finance a car, but explaining like case studies and client wins. - Yeah, exactly. - Things you'd be out of a calm. - I think a big objection is people are like, I just don't know what to post. It's like every single day, just post a question that you got asked that day. And then if people comment on that post, then reply to that comment. - Yeah. - And then you have like endless content. - Yeah. You've got an all-female team. - Yes. - Is that strategic? - No. (laughing) - Not really. - It's funny, right? 'Cause I-- - Matt asked me that. - Matt asked me that. - I've got, I've known all the women that I've known the industry have been absolutely animals. Like they've been the strongest, hardest working. Half of them have like multiple children at the same time. The amount of respect I have for them to be able to do both well and hear that apart with broken. And I haven't, like, yes, obviously there's less women in the industry than men. But like the women I know are three times as good as the men. So I don't feel like I've been lucky enough to not, I guess, feel like there's not enough women in the industry and been surrounded by so many amazing ones. What's the experience being like for you? - Yeah. I mean, I just want really good awesome people. We've good culture fit like that are eager and keen and willing to put in the work. - Yep. - And to work out this way. But yeah, we also like, yeah, we work with a lot of great dudes and because our outsource a lot of stuff, like our email marketing, our outsourced, our website guy Nick Legend, he's really good. But yeah. - I'm a believer in outsourcing anything that you can, like if someone else can do it better and you can focus on what you're all good at. - Yeah. - I don't know why people try and do everything if they can just have your money when ultimately they're just spending their valuable time doing something that could be outsourced for someone better. - Yeah, exactly. - And then you probably for cheaper. - Yeah. Yeah, I don't know. Like definitely working in car dealerships. That's like maternity leave. Like, whoa, like we don't want any of that. Yeah. I don't know, yeah, it's just kind of worked out that way. But I guess my focus is on just really good people. But also when you're posting as well, like our audience that we attract, like if you're posting really authentic content, the people that you attract, like your clients are very alike. Like mostly women in the content, in your client base or. - Yeah, like some referrals we get our tradies, like right, today we're doing a truck for like 600K on this random stuff. - That's a big one. - Yeah. - What's the biggest one you've ever done? That's the finance. - Yeah, under a meal. - Still that's big. That's a big asset. - Yeah, I know. - The other matters, I was fun, I was fun, it interesting. I think my master experience really taught me how to adapt to customers. Like, you know, I've got some really like push clients from Bruton in Melbourne. And then I have like some bogans from up north that are like, what do you mean I need to sign something, you know? So I think I never really realized 'cause I worked so low for so long because even when I hired Kelly, I was on the boat. So I never actually worked with her. And it's not until I've got a team now that they're like, oh, you say that like that? Or they're starting to tell me like, oh my gosh, I want to learn more about sales from you. - It's funny when you're in the office together and you hear other people's dialogues. And then especially in sales, when you hear that person start asking the same question or pitch it the same way. - That would be a tip, like if you're building a brand and like employing, I would say, really try to get them in the office at least three days. - I am so anti-work from home, not because I'm a green training, but to be in the office learning, hearing from other people that are ultimately better than you, especially just trying to come up in the industry. Like it's the biggest sponge of knowledge and source of information. - Yeah, and operationally. I get the past, it'd be like, hey, answer this rather than getting on a call, playing phone tag and you're in the office. - No, Monday, I think we had like 20 odd people in the office and it was bumpy. People on the phone, people were making lunch, like it was exciting. People were going for coffee together. I'm like, why would you want to go away from home when you could be around this and ultimately achieving more? - I mean, maybe that's something to think about. If you have a bigger bro crew and everyone wants to work from home, like maybe some of you are. - I think you've made sure culture. Like, and again, yeah, I just don't understand how you can manage your business remotely. - Yeah. - It's just slow as possible way to grow as we're different doing their own thing. - And to like, psychologically, physiologically, like we need to be in teams, like groups and-- - And the physical connection in person connection life, just, you know, zoom meetings are great, but like ultimately you can achieve more face to face. - Yeah, I agree. - You did buy a house to 21, which is very, which bucks the trend, which I love, because there's a lot of negative news around, look, and it's not wrong, right? It is particularly expensive. It's meant to be. - Yeah, yeah. - But there's plenty of affordable properties, plenty, across Australia, entry level properties. So you are a young hustler. - Yeah. - 21, far out. - I mean, because I was in a business manager job that managed to at like 20. So that salary is 150K. - Which is big money for a 20, 21 year old. - Yeah, I'm like, how many times can I like, go buy a makeup or whatever? And I was living in Adelaide, like there's nothing to do. So I could save, so I do wanna give that a mention because you know, some people are like, oh, like it is hard to save for a house, you know? - Yeah, of course it is. - But it's also hard to do anything, right? Like if you actually wanna do us, then you can easily do it. If it's a priority for you to do that. And your first property is probably gonna be a picture shit. And it's probably not gonna be the nicest property you've ever seen. And it's definitely not gonna be Instagramable. And it might need, probably needs a lot of work. But that screams opportunity to me. And I don't understand how, it's called a property ladder for a reason, right? You're supposed to start at the bottom. It's supposed to work your way up. And there is enormous amount of opportunities out there. - Well, yeah, 'cause it's a unit. So it's a unit in Tran Miran Adelaide. And I bought it in 2021, yeah, I think 2021, 'cause I've catchphrases when I was 21. I'm 26. So yeah, I bought that and everyone's like, don't buy a unit, you're gonna have to pay strata. And I was like, well, like that's pretty measly in the scheme of things. So yeah, I bought this unit against everyone's advice. My parents don't even own a home, so I don't really come from that background. So I bought it first 347K back then. Now it's worth like 600K. - Yeah. - So that's brilliant usable equity. Like I would've had to, I couldn't say. - The hardest one is the first one, right? I don't usually sell it. Like, you get, they're probably going to be worth three odd million dollars in 30 years' time. - Yeah. - Which is crazy, by the way. And you just keep refinancing actually the equity ability of property portfolio. Like it's property investing 101. - Yeah, crazy. - Yeah. And also to be able to do that and talk to your clients about it and say, how have I actually done it? - Yeah. - As such a young age, I'm not just saying gone by property. Like I've gone and done it. I can talk you through this. I can understand it's terrified, especially if you don't know it enough. My job is to educate you. - Yeah. - What's the plans for the property portfolio? Have you thought about that anymore? - Well, I'm also business minded. And like the ROI is a lot better in my business. So right now, so I did actually tap out a bunch of equity from that, but I'm kind of reinvesting in my business because that's a better move for me, luckily. You're important to just do something, right? Whether you buy property, whether you do any business, sorry, investments or shares or anything. Sometimes you're doing something. Exactly. And like do what you kind of enjoy or know more. Like I'm not really a property guru, so it kind of makes me a bit anxious, but I know how to like double my money in my business. So like that's more fun and what car did you drive? Do you not know this? No, I don't. I don't drive a car. You don't? I don't have a car either by the way. Oh, okay. Yeah. For my wife a car, but I don't. The idea of RS Q3. Oh, yeah. Yeah, it's great car to drive, but by the time you add in repayments, insurance, tolls, probably a lot of parking fines. It's the insulbinate and out of money each month. So I get Uber's whenever I need to go anywhere. But we have the car on the weekend and like, it's fine. Hopefully one day when I'm a bit older, I'll buy something nice, but like I have, yeah, it's just as you said, like I'd rather put their money into a property or a renovation or the business. That is interesting. I'm one car household. I mean, because I do with like my wife drives all day, like she's around, so she needs a car, whereas I just even sit in a parking lot for 90% of the way. Yeah. I don't know what car I'd buy. I think it's quite ironic considering customers always ask me, they're like, you must drive a Lamborghini. Well, like something really cool. And I'm like, no, I take the tram. Just think. Yeah. I'm just not because I used to work a Mazda. It kind of killed it for me. Yeah. Like I drove cars. Like working at shopper shop and never when you shop. Exactly. It kind of worries me, you know, it's good to like not have stuff to like rebuild the appreciation and gratitude for things. I've ran out of time, which is always the scientific podcast. Thank you firstly for coming up to the podcast. Thank you. I really appreciate it. But it's that's great to see someone who's young, hungry, going all in, backs themselves and look, I'm excited to see no, but they continue growth moving forward, knowing that like the hardest parts behind you and I guess the momentum moving forward is super exciting. Thank you for coming. And I really appreciate it. Thank you so much. And for anyone who wants to get on socials or like, has any questions, DM me, like an open book. I still take my Instagram DMs, even that we have Bellas or any young, hungry asset finance brokers as well. They're looking for a job. Yeah. Yeah. Ashtie's hiring. Yeah.