oc | Tuesday 31st March

Making Beautiful Decisions


Beautiful Decisions – Buy/Sell

Welcome to our final series for the year – over the next three weeks we will try to highlight just how much is added to your life with beautiful decisions.

This final 2016 series is about getting the most out of buying and selling a home via a beautiful decision.

We are splitting the series into three parts:

1.     Understanding there are beautiful decisions you can make.

2.     A process of rigour that allows for beautiful decisions to be made by you.

3.     Practically, how that all may look and work for you.

A beautiful decision is one that allows you to live your life with meaning – it allows time as we Anglo’s say to smell the roses and as we Orientals say to live in the moment – as we Christians/Muslims/Jews say to be closer to God and as we Buddhists/Taoists/Hindus say to find the way.

A beautiful decision comes from within, by dealing with the outside in a beautiful way.

Lost you already? Load of crap – just show me the money?

Buying and selling a home in a beautiful manner is about seeing the money and having a meaningful life; whilst managing some of the “mistakes”, we all will inevitably make along the way.

Personally, in my life I have got so many things “wrong” – in business you may say I’m a dunce – why only this year I made an internal business decision that cost near on $250,000, produced no income and caused some stress to me and to my co-workers, who I care about.  Unfortunately it’s part of my life’s learning process, as generally in certain aspects, I’m a slow learner.

From time to time I have parted with work and “life” partners, due in part to my inability to communicate on levels satisfactory to them.

At times I have felt under stress. However, basically I am a very happy person – well I feel I am.

As I live in Melbourne, there have been three key vehicles that have allowed me to be happy, to basically do whatever I wanted to do – outside a loving family, highly skilled staff and some sensational clients.

Those three things for me, have been:

1.     My ability to think and to feel and to do. Like any Grammar School boy with European ancestry, most of my life has been within a relatively rigid logic/scientific based brain framework – I have from time to time been able to think and make decisions instinctively using a intuitive/feelings based framework – and I am getting better.

2.     Business. If there is one thing I would encourage a lot of younger people to do it’s don’t get a degree and follow a life of 9-5, unless that is what you really, really want to do. Instead I would encourage a life of continuous real learning, real education, real knowledge building. There are many paths to a meaningful life and ladder climbers and non-climbers can all be happy.

3.     Understand how property works and use it to make it, make your life better.

And so point 3 – the point of this 3 part series, understand how property can make your life better.

Property is “the asset” of immense value in monetary, emotional and spiritual terms.

Understand property and you could well find a healthier connection with money, a stronger connection with your family and a greater freedom in your relationship with yourself.

Understanding property and you buy and sell in a beautiful manner – in other words make beautiful decisions.

Geez, Mal you are taking your time in getting to the point. Am I?

Or Am I trying to encourage lifting your eyes from a tidbit, that gives you a quick thrill at the next auction – to a place, a focus and a vision that will set you right for life – even allowing for a few “mistakes”.

Beautiful decisions I have found rarely come from reading a “how to” article one day and applying the next.

Beautiful decisions come from deeper than that.

Let’s get more personal. And I am doing so to help, not to boast (ask my , I have little to boast of and a lot to be humble about). My life is not one of incredible success in what much of society labels as success these days.

There is nothing special about me in terms of rags to riches.

My main difference from the norm, is that I say, and I actually am, for the most part very happy – and it is property that has been a conduit, not the only one, but a key one.

In the mid 80’s I got divorced.

Sold the home we had only just bought in Ferny Creek and successfully negotiated a $14,000 loss on a $46,000 purchase. That takes some doing.

Two years later while living in East Doncaster by myself in a rented home, my mother said, “son you useless human being, you should buy the home you are living in and here is $15,000 for the deposit”.

I paid $66,000. A year or so later somebody offered me around $130,000 and I sold.

The beautiful decision was selling Ferny Creek – it was always going to be a loser and so good to have moved on. My first mistake in property was selling East Doncaster, instead of leveraging it.

Around the mid 90’s I had married again and on the cusp of having children, a property opportunity came up in Brighton.

It was unexpected, but I had been reading some property books – Jan Somers (Australian teacher and property writer – the matriarch to all those books on zero to a gazillon homes in 3.6 seconds) and so we as a family shelled out no money down and took over a bank loan of $350,000.

The property was cash flow positive from day one. That deal was offered to two others as well, but they couldn’t see the value.

Over the next few years we leveraged the property and bought more homes, some of which we gave to family members and ten years later we sold the Brighton investment for $2,250,000.

I sold it poorly (from a financial point of view) – Why? Well, because I sold it.

10 years later, whilst still being cash flow positive it fetched $4.5m in an auction sale.

I pushed for the sale because I was getting concerned about debt levels and I just wanted to see a bank account that had money in it.

Along the way I successfully traversed not getting sucked into off-the-plans, tech bubble and mezzanine financing and…………Henry Kaye (great showman with a good story, just left his good story in the seminar room). I recently ran into a Henry Kaye associate, hidden in the bushes of life – not good people.

So we get to the GFC – the family has splurged on renovations and bitten off more than we could chew or in truth what I felt comfortable with, as I was being spooked by the noise of world doom and gloom.

So in another brilliant property move I sold a home in Durrant Street, Brighton for around $800,000. The home was worth $1,200,000 in 2007 and $1,200,000 in 2009 – but I brilliantly moved it on in 2008 and sold for $800,000 – a bit less than double what we had paid for it less than 10 years before – but stamp duty, CGT, fees – nope, not that smart.

There were other sales and purchases along the way and occasionally I got it right as I feel property has covered off on;

3 lots of private school fees.

A couple more business mistakes.

World travel for family to Tanzania, New York, South America, Europe, India, Vietnam and …………………

A stable family life for our extended family……….

Supporting family members into their own homes……

Property will also be a way of helping our children into their homes in the future, just like my mother and father helped me in the mid 80’s.

Part of a very meaningful life, for me, so far.

Butter wouldn't melt in G-E-R-A-L-D's mouth, but it didn't stop him doing some serious POWERLIFTING with 1 bidder at 40 Studley Avenue KEW.

Butter wouldn’t melt in G-E-R-A-L-D’s mouth, but it didn’t stop him doing some serious POWERLIFTING with 1 bidder at 40 Studley Avenue, KEW.

I reckon I’m in the mid to higher range for beautiful decisions on the property scale. I’m not talking about property developers or serial renovators – I haven’t lifted a hammer in anger in my life or bought an extra letterbox for any of the addresses I’ve owned. I am just talking about passive, family ownership.

At the lower end in property happiness are the many who make decisions that are less than beautiful – they buy the wrong type of homes, in the wrong positions – they build mortgages, they constantly swap homes, incurring fees and they buy for too much and they sell for too little – all the time.

They are unhappy, they are striving for something “more”, something “better”. They are unknowledgeable (about property) and they are impatient.

Also at the lower end are those frozen in fear of making decisions. For most of us good property decisions seem to happen around once or twice a decade. However, when those opportunities come up, many people freeze – they are too scared to make a leap of faith for fear of error.

I have found that if the PPP (Price, Property and Position) fundamentals and the emotional connections are right, then around the edges of price is irrelevant. Edges of price are not beautiful decisions – beautiful decisions revolve around the bigger picture and to be beautiful you eventually have to make a decision – otherwise inaction becomes your decision and yes that can be beautiful in relation to a specific instance, but as a constant strategy, unless you’ve inherited well, inaction does not work.

Then there is a minority at the higher end – they make beautiful decisions on property.

I’m not saying money is the only determining factor on property.

Is an unhappy person in a $20,000,000 Toorak mansion with $14,000,000 debt a better property person that Mr and Mrs with 3 kids in Camberwell on 700 sqm and no debt, valued at $2,900,000; having just got back from an around Australia family trip? I think not necessarily.

Smart and happy property people know clearly what it is they want, they don’t take excessive risks and no they don’t buy and sell all the time.

They could have 3 homes (saving them for children), maybe only 1 – no mortgage or reducing mortgages – they understand that the hard yards are best done in the 3-18 month decisions of a buy/sell, not the 10-15 years post decision and they know that getting 2 out of 3 right, means basically the hard yards in life are greatly reduced (if they so choose).

These sorts of people rarely sell and if they do, it’s not primarily to realise a profit (for profit’s sake), but to buy better or to enjoy the fruits of their previous beautiful decision(s).

To make and enjoy a beautiful decision – we think it’s important to firstly know that there are ones to make.

In our third week – we look at the wash around a beautiful buy/sell decision.

We see that on $3m homes – some will pay $2,800,000 and others will pay $3,400,000.

We see that some will sell their home for $2,700,000 and others will get $3,300,000.

Some will renovate wildly and some not at all.

and then we will watch as that $1,200,000 “profit” turns into $2,000,000 in 7 years.

That $2,000,000 then turns into $4,000,000 “tax free profit” in today’s money in the period of time it took to educate all the kids – all of which were paid for by your home (I mean correctly, your beautiful decision) – also paid for was your overseas travel and your ridiculously expensive new car and, hey, your significant donation to poverty and the homeless and ……….

Meanwhile the $0 Property man or woman remained battling with their second job, examining the insides of their superannuation fees and interest rate and fighting with the missus as to why they just can’t afford the holiday they want.

The first step in making a beautiful decision is understanding that they are there to be made. 

Until next week then,


Welcome to the 2nd of our 3 part series on Beautiful Decisions.

Beautiful decisions – buying and selling a home.

Last week we outlined that there are beautiful decisions to make. Click here for that article

This week we are looking at a process that will help you make beautiful decisions.

Next week we will look at how your beautiful decisions may look in real life.

Process, smocess – how bloody boring.  If you’re talking spreadsheets etc. Na, I’m not interested Mal, I’m winging it and besides, the good property things only happen to other people – not me – I had a birth defect that prevents me from making beautiful decisions on property.


Beautiful decision processes are not difficult and they are not monopolies.

There is the long term Jewish family beautiful decision process, the Greek/Italian migrant beautiful decision process, the new wave Chinese people’s beautiful decision process, the boring Mum and Dad beautiful decision process and there is the James Home Rating beautiful decision process.

The differences on the above are minutiae.

The sameness of them all is remarkable.

The sameness is:

· The content of the process is almost identical.

· The content of the process is almost identical and it works.

· The content of the process is almost identical and it works – when you follow it.

Lets look at the process content (PPP’s) of a beautiful decision:

· Buy good land at a good price, don’t pay too much for the home, hold it for a long time.

· Good land is not always sized based, although that is a great starting component – the most common denominator is position.

· The best homes are free – and remain relatively free for the lifetime of the ownership – meaning renovations are modest as a percentage of overall value.

· Good position has a number of common denominators in relation to , schools and amenity – with the train being the most solid of indicators of good position.

· Price – what is a good price? Market value is a concept that is only subscribed to on good land/homes. Discounts are looked for and sought after, but never on rubbish – eg High end  are like junk bonds, financially. High end  only work when the lifestyle component dominates your beautiful decision process of rigour (which is fair enough, we do buy where it is an informed lifestyle decision).

Powerful auction Fraser and big speech - but 15 minutes in the hot sun before the battle began, saw only the strong survive. 10 Charlotte St Kilda, over $4m, 4 bidders. Fraser Cahill and Sam Hoobs

Powerful auction. Long speech meant 15 minutes in the hot sun before the battle began, so it was a quick and brutal interplay as only the strong had survived. 10 Charlotte , over $4m, 4 bidders. Fraser Cahill and Sam Hobbs

Okay, but Mal there is more to a home than PPP’s – what about I want a pool – what about where my kids go to school, what about the new bench top for the Missus or a big garage for my toys, buddy?

Of course you can have a pool and ……..? Put that into your beautiful decision process.

Good processes for beautiful decisions only work if you are buying what you really, really want – otherwise, what is the point.

Our view is just add a few more things into your process than a pool, shiny benchtop and eight car garage. Add in good land, not too far from the train, in a home that you are not paying a poultice for.

In other words, add in good PPP’s (Price, Property, Position) as well as your greatest desires such as a 12 car garage – why stop at 8.

Your three 3P’s – Price, Property and Position are the levers you can manipulate in your matching. Make a beautiful decision on what may be good for you versus what there is versus what you want.

Why not get a good benchtop and a good land size, a good bedroom and a good price, a good pool and a good position near the train.

James Home Ratings is a process for making beautiful decisions by combining what you really want and what is really good for you and at the right price.

Three key steps to a beautiful decision:

  • What is it I really, really want? ()
  • Is this it – is this any good? (Assessment)
  • How much, how do I best get it? ()

Can we dispel the myth that James Home Ratings or any beautiful decision process requires an enormous amount of intelligence (we are living proof, no rocket scientists at James) or that it requires some incredible god given skill, only possessed by the wealthy. In fact a beautiful decision process, will in all likelihood take less time, be less effort and require less brainpower/stress than an ugly decision.

All a beautiful property decision requires:

  • is a small amount of inner strength to
  • follow a proven process (no shortcuts) that works and to perhaps modify (not completely ignore) some of your wants in relation to a more holistic beautiful decision and;
  • an experienced guide to assist you along the way.

So Mal – you lied – you said a good, a beautiful process involved getting what you really, really wanted – yet you are saying in some cases I will need to modify my wants.

No, but yes – a beautiful decision will get you what you really, really want as it will help you clarify what it is you really, really want.

After a while you may well work out that a shiny benchtop is important, but so is a short walk to the train and lower mortgage payments, or you may work out in fact that you need a 16 car garage (why stop at 12) and you are prepared to pay for it when the opportunity arises and therefore you will go further out into the ‘burbs, accept longer travel time to school and poorer – because that is what you really, really want OR you may work out that a 2 car garage, shorter travel time to school, wooden bench top and better capital growth is what you really, really want – more money in your pocket after mortgage and more in your super, plus free world travel and free private school fees is better than the stress of a Blockhead, travertine, designer sink with gold plated wing nuts at an auction where the final bidding scene resembled an international war zone.

That’s what I think makes a beautiful decision – it’s what you really, really want; not what just happens to pop into your brain this hour/week/month.

Below is the James Home Ratings beautiful process checklist that over 1000 families, over 15 years have followed.

This is direct from our James Home Ratings – you may think it’s a boring process, we follow it time after time and guess what it produces and we don’t find it boring. Almost no mistakes and almost always beautiful decisions – if that’s boring – give me boredom any-day baby!


Some perspective on following a beautiful decision process and getting what it is you really, really want.

You probably won’t require big changes to your property life.

You just require a focus, a commitment to be better off.

Western Bulldogs didn’t win the premiership because they were a superior team by an incredibly large margin.

They won because they matched on most and were superior on a few more things than Sydney and GWS and Hawthorn and West Coast.

They had a game plan and executed well – not perfectly – but well.

They also had a first rate guide.

I so loved Luke Beveridge’s comments when he said:

Most people at the start thought we were a 90% chance of losing and a 10% chance of making it and we chose to focus 100% on the 10%.

That is such a brilliant comment about negotiations and beautiful decisions – some of which at the start seem impossible to achieve.

  • What is it I really, really want? (Clarity)
  • Is this it – is this any good? (Assessment)
  • How much, how do I best get it? (Negotiation)

Until next week then, when we outline what beautiful decisions look like in real life.

Welcome to the final in a our 3-part series on beautiful decisions.

A quick summary of Beautiful Decisions so far.

Article One: Understand there are beautiful decisions you can make. Click here

Article Two: A process of rigour that allows for beautiful decisions to be made by you. Click here

Article Three: Beautiful Decisions in under a minute and each one could make you a without any effort.

Three key steps to a beautiful decision:

1. What is it I really, really want? (Clarity)

2. Is this it – is this any good? (Assessment)

3. How much, how do I best get it? (Negotiation)

Most of our clients, at the start, thought we were a 90% chance of losing and a 10% chance of making it and together we chose to focus 100% on the 10% (quote re-worked by us from premiership winning coach Luke Beveridge).

Source Wikipedia

Source Wikipedia

Beautiful Decision number one – Play Monopoly

When I was young I used to love playing Monopoly – it is such an instructive game on property and the main play that works for you, compound interest.

This is how real life Monopoly works.

You can make $70,000 a year for the rest of your life for nothing, except a beautiful decision – if you understand compound interest and buy one home a decade.

In 2010 you buy a home at $1,000,000 and you get $30,000 in rent – it costs you $50,000 to own the home in interest.

In 2020 your home is worth $2,000,000 and you get $60,000 in rent and hopefully you are still paying $50,000 in interest.

You go to the bank and you now buy another home at $2,000,000 and you get $60,000 in rent and it costs you $100,000 interest. You can do that because of your capital growth.

In 2030 you have a home that is worth $4,000,000 and you get $120,000 in rent and it costs you $50,000 in interest and you have a second home worth $4,000,000 with rent at $120,000 and interest at $100,000.

You go to bank and buy a third home at $4,000,000 and you get $120,000 in rent and it costs you $200,000 in interest but you also have a $90,000 surplus on the other two homes and so its costing you – well actually nothing – you are being paid $10,000 to hold three homes as they go up in value.

In 2030 you are holding $12,000,000 worth of homes for nothing.

And so in 2040 when you have $24,000,000 of homes, you either buy another home or you sell one of the homes for $8,000,000 – you pay off you debt and you have two homes left (two million dollars in todays money) for free or of course you can do nothing.

There are tax implications – and you can’t rent if you live in it and ………………… interest rates may change.

Hello – wake up – Negative Freddy – manage around that, as the home may go up a lot more (historically doubles every 7 to 8 years), rent may work for you better, you might get a work windfall, what about tax concessions and or ……..

By making a beautiful decision now, in 30 years time you have $2,000,000 in today’s money, in your pocket by doing absolutely nothing – except a beautiful decision.

Not enough, have to wait too long, what if……………

And that’s the rub isn’t it Blockheads – this doesn’t all happen in eight weeks and $2 million is not enough.

But think about it – if you were given nearly $70,000 annually, increasing in line with the cost of living, for the rest of your life, with almost no risk and all you did was make a beautiful decision today then would you……………….. most wouldn’t and most don’t.

You can make a million dollars in today’s money without lifting a hammer, depriving yourself of anything and you could travel the world for free and get all the Scotch or St Leonards school fees for free ……… all because you understand compounding interest and beautiful decisions.

Ain’t that the truth Jane and Ian, Jo and Jim, Lyn-Li and Graham.

The formula is only slightly different if you involve one home to live in – in the process.

Anna and Adam - understand compound interest and capital growth - we bought for them in 2004. Click here for their video.

Anna and Adam – understand compound interest and capital growth – we bought for them in 2004. Look on James Buyer Advocates Facebook or click here for their video.

Beautiful decision two – Gentrifying or Improving Suburbs

In the 1990s it was . In the New Millenium we were buying in Yarraville and Sunshine and and Highett.

Even in 2015 we were still buying less than 5 km from the city under $2,000 per sqm for clients.

You can buy in the same suburb at 2/3 of the price.

You can buy in the next precinct at a 25% discount.

I feel you smiling David and Joanne.

Three tips to Gentrification (google it):

  1. Don’t be first in – you’re not that smart.
  2. Don’t be last in – you’re paying too much.
  3. Don’t buy over the median and don’t buy crap that you have to renovate too much as it always cost you more.

Beautiful Decision number three – Upscale on the Gap

We love it when the market goes off – there is that opportunity to close the gap on the homes above you and trade up well; especially if you are a doctor or somebody with a reliable income. So your $2m home today will be worth $1.8m on a market dip – but $5m home could dip to $3.8m – that’s how you make a million dollars – timing and some courage. Looking good now Marina and Malcolm, Alicia and Craig, Zara and Andrew, Karen and Bruce.

Beautiful Decision number four – Love of the home – Frank

One of my favourite guys Frank, who I miss deeply – loved the home he and his wife, Louise, bought and lived in. He absoluuuuuutely loved it – it was down at Rye backbeach – we bought it smart – he hired me after I beat him at auction on another place a long time ago – he paid a fair bit – but he was soooooo happy. We became friends. Life is short.


Beautiful Decision number five – Look from the In Out – not always from Out to get In. Look down, not always up and look sideways occasionally. Look behind, not always ahead.

Some of the best homes to live in, some of the nicest suburbs, some of the best coffee and just as close to the CBD is 50-75% the cost of what you are looking for now.

Oh Mal, you are bulltishing.


1. We bought a home recently in Toorak, less than 10 minutes from Lauriston under $2,500,000 – ready to move in and on its own land. Look sideways.

2. We bought a home and land with a tennis court near Camberwell Junction under $3.5 million – when the client’s budget was $5m. Don’t always reach for the sky – look down as well.

3. How long does it take to get from Camberwell or Kew to Scotch in peak time – 30 minutes? How long is the trip from Richmond? 10 minutes going against the traffic and there are homes at $2 million. Look In to Out not always Out to In.

4. We recently bought a home – that we recorded was for sale two years ago, but didn’t sell and we followed up off market. Look back not always forward.

Hat’s off to Jayne and Jason, Helen and Richard, Joel and Esther, Trudie and Mark.

Beautiful Decision number six – Period beats New

Wanting the right home – land plus build is for the birds right now, unless that is what you really, really want to do. $4,000,000 plus $2,000,000 build on land without overlays versus $3,500,000 plus $1,000,000 reno on land with heritage.

Talk about a beautiful decision and even better in 10 years time when the $6,000,000 newbie grows to $9,000,000 and the $4,500,000 period home grows to $10,000,000.

On those numbers who are the real Blockheads! 50% growth with higher mortgages versus 100% growth, lower mortgages, free world travel and free school fees – whilst in all likelihood being closer to where you want to be. Like your work Simone and Ben.

Beautiful Decision number seven – Don’t

A lot of the help we give clients is don’t. D-O-N-T.

Don’t sell now.

Don’t buy this one.

Don’t overcapitalise and then sell soon after.

Don’t make a big mistake.

Just Don’t. Good move Kerrie and Michael.

Every time you move it’s 10% – on a $3 million home that is $300,000 tax free – just gone. Every time you buy a home, that doesn’t work for you it’s $300,000 to sell and rebuy and every time you hold onto a goodie – well that’s probably a million dollars in you pocket – especially if you don’t buy an apartment or an off the plan or ……………. there is another $ 1 million by simply …… Don’t make big mistakes!

Speaking of apartments – which we love and buy – but not as you build your wealth.

Tell me why it makes sense to buy an apartment that costs $18,000 per sqm when land is $6,000 per sqm and building a home is $5,000 per sqm. What am I missing?


One more, D-O-N-T keep repeating the same mistakes – change your mindset, hire a Buyer Advocate and don’t give up. Well done Liz and Henk, Alec and Shirl, Alicia and Shaun.

Beautiful Decision number eight – $1,000,000 in two months

Numbers count. We recently bought a home at $3,700,000 and we had $4,500,000. We may have paid $4,500,000 but the agent refused to deal with us beforehand on three occasions – wouldn’t even allow us to talk – despite our client instructing us to offer. So our client is $800,000 better off and the agent’s client is $800,000 worse off.

Now, if those numbers were repeated on the seller buying, but in reverse meaning the seller now paid $4,500,000 – when they could have paid $3,800,000 – then that is $1,600,000 because they received poor advice from others or most commonly poor advice from themselves.

Now, if you want me to confuse you a bit – add to this, that if the original buyer (our client) had of sold for $4,500,000 instead of $3,700,000 – they would be $1,600,000 better off than they could have been without the good advice.

Is that a $3,200,000 difference in three months between the two – or am I getting confused or exaggerating?

WOW, that’s a lot of mortgage and………. imagine if this was also a person, who played Monopoly and bought period instead of new and…………………

Numbers do count towards happiness.

Source: Mindblowing facts

Source: Mindblowing facts

Beautiful Decision number nine – Happy Wife, Happy Life

Please excuse me ladies while I’m politically incorrect for us blokes.

For the most part women nest and women control the happiness of the home and women make many of the real homebuying decisions (over 90% in our opinion).

Understand this and you will buy in the right position, the right feeling home and you’ll increase your chances of staying happily married.

You can maybe ask for a garage, try and manage the process and…….. just pay the price, buddy – it’s easier.

Look, we are getting better at the cricket again and it’s almost Boxing Day – enjoy a coldie…… move on.

As one of my favourite $13m-plus clients learnt and often correctly repeated – Happy wife, happy life. Evening John!

Hopefully it won’t cost you $13m.

Beautiful Decision number ten – James Buyer Advocates and timing

Homes have gone up 15% to 30% in the last two years and a Buyer Advocate costs you 1% to 2% – if they can suggest a better alternative and buy for you now – even at “full price” plus fee – then you may be in front by a tad. Well done Alan – despite the mental difficulty you had in coughing up our fee, you seem to be well in front – you were great to work with and we both benefited from our mutual association – as it should be, or there is no charge from us at James.

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