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Millionaire School Real Estate M Millionaire How the Top Performers in The Industry Turnover MIllIons In Real esTaTe “Think Big and Live Large.” Donald Trump Fiona Jones & Andrew Morello Winner of The Apprentice Australia Table of Contents Chapter 1 1 Stephen Tolle & Shane Noney Real Estate Investing Australia Chapter 2 21 Michael Sheargold Real Estate Results Chapter 3 43 Karli Dunham JustBusinessBrokers.com Chapter 4 61 Mat Steinwede Master Your Mindset Chapter 5 79 Garry Green Innovative Property Solutions Chapter 6 97 Glen Coutinho A Life Changing Business Chapter 7 117 Lisa Tremolada Dominate The Internet Chapter 8 143 Michael Kelly The Real Estate Doctor Chapter 9 167 Anthony Toop Toop&Toop - Business Passion Chapter 10 185 Adam Joske Think Outside The Square Chapter 11 201 Michelle Rodgers It’s a Numbers Game Chapter 12 219 Jayden Roncon Persistence Pays Chapter 13 235 John Morello Under Promise, Over Deliver Chapter 14 255 Karl Secondis One Real Estate Chapter 15 273 Wayne Elly Location, Location, Location Chapter 16 293 Andrew Morello Living The Dream ‘All that we are is the result of what we have thought. The mind is everything. What we think, we become.’ Buddha www.RealEstateMillionairesBook.com.au Chapter 16 Andrew Morello Living The Dream ‘I don’t sit around counting how much money I can make; it’s about the opportunity and the experience and for the freedom that money can give you and in turn that you can give others…’ Andrew Morello 294 Andrew Morello, winner of the first season of The Australian Apprentice as ‘Morello’, credits his strong work ethic for his success. Morello’s lifelong exposure to the property industry and business, natural enthusiasm and outstanding sales skills mean he is adept at providing people with the service and outcome they are seeking. He grew up with an interest in real estate and business, a passion he pursued through completing his real estate license and moving into the profession, with outstanding results. A natural leader from his days at St Bernard’s College in Essendon onwards, Morello tries to find new ways to step outside his comfort zone whenever he’s not at work. He enjoys helping people to reach their full potential, and believes in the power of relationships and the opportunities they can create. ‘Relationships are always an important part of life. And I mean all relationships – friendship, love, relationship by choice, relationship by birth,’ he says. ‘Learn what makes them tick, why they sometimes go wrong, what one can do about it, and why they are so precious.’ Morello is now Head of Business Development at Yellow Brick Road (YBR) Wealth Management and is working closely with Executive Chairman Mark Bouris to grow further YBR’s expanding branch network, now with more than 100 branches nationally. www.RealEstateMillionairesBook.com.au 295 Chapter 16: Living The Dream What beliefs around money did you grow up with? My father was, and still is, in the service station game. We grew up around the family business – BP Morello Motors in Moonee Ponds, Melbourne – helping Dad stock shelves, clean cars and toilets, and pump petrol from the age of 8 to around 13 for $5 per day. An average day for Dad was a 6am start working through to about 10-11pm, seven days a week. He did that for about 20 years and then cut it back to six days a week. For Dad, work was and still is a lifestyle and he loves it – he has no motivation to retire whatsoever – and this instilled a great work ethic and a drive to work hard. It wasn’t until I left Moonee Ponds in 2010 that I started to understand how the rest of the world works and this was a real culture shock for me. After winning The Apprentice I moved to Sydney to work with Mark Bouris at YBR Wealth Management and a few months into the new job they asked me when I wanted to take holidays. I didn’t know what they meant and, when they told me I got four weeks’ paid leave a year, I couldn’t believe it. I was from a world in which you didn’t make money if you were on holidays, so we didn’t really go on holidays because we had to run the business. If we went away it was never too far, maybe just a day trip to the beach; in the early days on Sunday’s Mum would make a special lunch and we’d have family lunch together at the service station. The business effectively became the heart of the family and part of the community. I was at Marco Polo airport in Venice, Italy, a few years ago and this stranger came running across the airport yelling my name and said, ‘I’ve been going to your Dad’s service station for 30 bloody years!’. It’s pretty amazing to be a part of a family business that has become an institution in the area; it will be a very sad day when that business no longer exists. What was your first business experience? I got my first job outside of the family business when I was 13 and nine months. I worked at the local sports store Hanna’s Allsports at 15 Puckle Street in Moonee Ponds selling sporting gear. My first day was during the Christmas holidays and I worked 12 hours straight while everyone else was taking tea breaks, a lunch and dinner break. When we got to the end of the day the boss looked at the time sheets and asked why I hadn’t taken any breaks. I wasn’t used to taking breaks – when we worked with Dad, if there was a customer on the driveway Andrew Morello 296 we didn’t take breaks and on some days it was constant. Keep in mind when I worked for my father I got paid $5 per day; I didn’t want to take a break at this new job as I didn’t want to miss out on the extra $28; my boss and I reached a compromise that I would take a 30-minute break, miss out on $7 and still make a $21 profit. My next venture was the Angel Dance Party business. Aged 14 and six months, using a government grant awarded to me through a wonderful lady named Carol Espinoza at the Moonee Valley Council, I took the local Blue Light Disco out of the Town Hall and moved it to a real venue, which was a local nightclub called One Bar located at 1 Puckle Street, Moonee Ponds. For the next five years I ran this business and promoted it using fliers with my current phone number on the back as the parent hotline. Parents would often ring my number asking me about security at the disco. I didn’t tell them I was only 14 and I think they thought I was older. I would say, ‘Thank you for your inquiry and thank you for considering sending your son or daughter to our event. We have security and the police are always on hand so if there are ever any issues we always have them sorted quickly.’ One of my number one advocates was my Dad – he would advertise the events at his service station and sell tickets for me. I think a lot of the parents knew Dad and thought that because he had been in business for a long time, and his son was trying something out too, ‘so we’ll support him’. We would have 700-1000 kids a month at the disco and have other events at the Metro with 3000 kids. My unique selling proposition since day one is that I truly believed in what I did. It didn’t matter what business venture we – me, my brother and sister – were involved in, our parents John and Pauline Morello would support us 100 per cent. They have always been extremely supportive in whatever it was we wanted to do; it’s because of them that the three of us are successful today. Andrew Morello - Channel 9 The Apprentice ‘The boy from Moonee Ponds, takes on the world.’ www.RealEstateMillionairesBook.com.au 297 Chapter 16: Living The Dream Did you always want to work in real estate? School for me was a social activity – I didn’t get great marks and I knew I wasn’t going to university. I just wanted to get through Year 12 and go into business. The truth is that I really wanted to be an auctioneer and I used to follow my brother John – who is a real estate agent – around to watch him run auctions, and then ride my bike between auctions to watch other auctioneers – I wanted to be like them. My brother said that if I wanted to be an auctioneer I needed to get into real estate because, in the Melbourne market, most real estate agents did their own auctions rather than using an independent auctioneer. So I signed up to do my real estate license and went full-steam ahead studying subjects at night school and summer school to get through it in 15 months instead of two years. Once I finished the course I was fortunate to get a job as the personal assistant (PA) to Adrian Butera of Compton Green in Williamstown – it was a great opportunity to cut my teeth. I remember the day before I started having to go to the barber to get my hair cut – I’d grown it down to my shoulders and I didn’t think the ‘rogue’ look was suitable for my new career in real estate.
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