The Commercial Wealth

In this episode, Michael Rebetzke from Apollo Auctions takes you behind the gavel to show what really happens before, during and after auction day. Michael explains why the real money is made in negotiation rather than the call, how auction strategy compares across commercial and residential property, and why overpricing is the most damaging thing a seller can do to a campaign. He also shares how he brings deals back from the brink when bidding stalls, and his advice for agents and aspiring auctioneers who want to perform under pressure.
Guest Bio: Michael Rebetzke is an auctioneer with Apollo Auctions, based on Brisbane's northside and servicing clients across Brisbane and regional Queensland. He built his auctioneering career with Menck White in Sydney, where he won the 2024 REINSW Novice Auctioneers Competition, before returning home to Queensland to join Apollo. Known for blending sharp negotiation with an engaging performance, Michael is as passionate about people as he is about property.
Connect with Michael Rebetzke:
LinkedIn: Michael Rebetzke
Website: Apollo Auctions
Episode Highlights:
Why the real value of a great auctioneer lies in negotiation, not just the call
How auction strategy compares when selling commercial versus residential property
Why overpricing is the most damaging mistake a seller can make, and how to build a price instead
What goes through an auctioneer's mind when bidding stalls, and how deals are brought back from the brink
Michael's advice for agents and aspiring auctioneers who want to perform under pressure
Timestamps:
[00:00] Introduction
[01:05] Negotiation and what makes an exceptional auctioneer
[02:17] Lessons from the REINSW auctioneering competition
[03:50] Commercial property management and choosing the right tenant
[15:48] Commercial versus residential auction strategy
[20:03] Selling before, on and after auction day
[27:36] Pricing, competition and the risk of overpricing
[31:22] Advice for buyers in the current market
[34:59] How Varsha found her way into commercial real estate
[40:51] Why more investors are turning to commercial property
[45:53] Bringing a deal back from the brink
[51:30] Tips for agents and aspiring auctioneers
[54:30] Closing thoughts & key takeaway
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, principals, property managers, and aspiring commercial buyers, providing practical insights and strategies to build wealth through commercial property and make smarter decisions with confidence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We'd love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, Hugo Martin from ABS Business Sales shares what more than 18 years of business broking has taught him about what a business is really worth. Hugo talks through the biggest mistake owners make when it's time to sell, why pricing to the market matters more than emotional attachment, and how leases, key people, staff and customers all shape the final number. He also explains how earn-outs protect both sides of a deal, why every owner needs a five-year plan, and what freedom really looks like when you own a business.
Guest Bio: Hugo Martin is a Certified Professional Business Broker and Registered Business Valuer at ABS Business Sales in Brisbane. With more than 18 years in the industry, he specialises in business sales, acquisitions and mergers, helping owners understand what their business is worth, prepare for sale and find the right buyer. Hugo holds an MBA, has been named Queensland Business Broker of the Year and has been a finalist in the REIQ Business Broker of the Year awards.
Connect with Hugo Martin:
LinkedIn: Hugo Martin | LinkedIn
Website: Hugo Martin | ABS Business Sales
Episode Highlights:
Why a lack of preparation is the biggest mistake owners make when it's time to sell
How rent, key person reliance and customer concentration can lift or drag down a business's value
Why Hugo won't take on a listing he doesn't honestly believe he can sell
How earn-outs and a clear transition plan protect both the buyer and the seller
Why every owner should have a five-year plan and know what their business is worth each year
Timestamps:
[00:00] Introduction
[TBC] The biggest mistake owners make when selling
[TBC] Pricing to the market and what drives business value
[TBC] Confidentiality, due diligence and qualifying buyers
[TBC] Staff, culture and transitioning to a new owner
[TBC] Earn-outs and protecting both sides of the deal
[TBC] Planning five years ahead and working on the business
[TBC] What freedom really means for business owners
[TBC] Policy changes putting pressure on small business cash flow
[TBC] Closing thoughts & key takeaway
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, principals, property managers, and aspiring commercial buyers, providing practical insights and strategies to build wealth through commercial property and make smarter decisions with confidence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We'd love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, Laura Percy from King Bella shares how she moved from a career in the public service into property development, and how she now blends commercial strategy with mindset and energetic work. Laura talks through her first steps into property, what it actually takes to raise and hold other people's money, and why she believes self-worth is just as important as market knowledge. She also opens up about a project that failed to land and what it taught her about listening to intuition, and shares why she now coaches others as The Woo Woo Property Lady.
Guest Bio: Laura Percy is the founder of King Bella and Laura Percy Coaching. Known as The Woo Woo Property Lady, she moved from a career in the public service into property development in 2018, building experience across townhouse, luxury home and unit development projects while raising capital from investors. Laura now coaches others in property, combining practical strategy with mindset and energetics work to help people build wealth and back themselves.
Connect with Laura Percy:
LinkedIn: [TBC]
Website: [TBC]
Episode Highlights:
Why Laura believes property success comes down to self-worth and self-belief as much as strategy
The moment that pushed her from corporate life into full time property development
How she builds trust with investors by focusing on who she is, not just the deal on the table
Why she blends energetics and mindset coaching with commercial property advice
Timestamps:
[00:00] Introduction
[TBC] Laura's journey from the public service into property development
[TBC] Working with investors and raising capital
[TBC] Mindset, intuition and the story behind The Woo Woo Property Lady
[TBC] Closing thoughts & key takeaway
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, principals, property managers, and aspiring commercial buyers, providing practical insights and strategies to build wealth through commercial property and make smarter decisions with confidence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We'd love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, Gabriel McKinnon from Church and Partners walks through what it actually takes to get a commercial property deal right, from getting your structure sorted before you sign anything, to the legal red flags that can derail a transaction months down the track. He shares real examples from his sixteen plus years in commercial law, including a deep dive into shopping centre lease compliance, and explains why knowing when to walk away is one of the most underrated skills in property investing. Gabriel also gives his honest take on how AI is already reshaping legal services, and what that means for buyers and sellers going forward.
Guest Bio: Gabriel McKinnon is a Principal at Church and Partners, a boutique tax, commercial and property law firm based in West End, Brisbane. With more than a decade leading the firm’s Commercial and Property work, and over sixteen years in commercial law more broadly, Gabriel is known for breaking down complex transactions into clear, practical advice. He co-founded Church and Partners with four colleagues so the firm could focus purely on commercial work, after several years working as a principal in boutique commercial firms.
Connect with Gabriel McKinnon:
LinkedIn: https://www.linkedin.com/in/gabriel-mckinnon-7981153b/
Website: https://www.churchandpartners.com.au/
Episode Highlights:
Why getting your structure right from day one can save you years of pain (and money) later
The biggest red flags Gabriel sees in a commercial property transaction, and what to do about them
Why being prepared to walk away is one of the most valuable skills in property investing
Timestamps:
[00:00] Introduction
[TBC] Gabriel’s journey into commercial law and founding Church and Partners
[TBC] The biggest red flags in a commercial property transaction
[TBC] Closing thoughts & key takeaway 
 
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, principals, property managers, and aspiring commercial buyers, providing practical insights and strategies to build wealth through commercial property and make smarter decisions with confidence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We’d love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, Tarsi Taylor explores what really drives the value of a rent roll and shares valuable insights and personal stories about the biggest compliance failures she uncovers during due diligence. They also discuss how amalgamated valuations work and what an ideal rent roll looks like from a buyer’s perspective, providing practical tips particularly relevant to [specific industry or audience]. Don’t miss her insights on due diligence, where you’ll find actionable advice you can implement immediately.
Guest Bio: Tarsi Taylor is a leading Australian specialist in rent roll valuation, due diligence, consulting, and broking. With nearly two decades of experience, she works closely with real estate business owners to uncover operational risks, strengthen compliance, and maximise the value of their portfolios. Known for her clarity, data-driven approach, and deep industry knowledge, Tarsi is widely respected for helping agencies build stronger, more profitable rent rolls.
Connect with Tarsi Taylor:
LinkedIn: https://www.linkedin.com/in/tarsi/
Website: https://thetarsiway.com/
Episode Highlights:
How rent rolls are actually valued (and why most principals misunderstand the process)
The biggest compliance failures uncovered during due diligence
Why buyers must be finance ready before entering a contract
Timestamps:
[00:00] Introduction
[02:00] Tarsi’s journey into real estate and valuation
[06:00] The biggest risks uncovered in due diligence
[40:00] Closing thoughts & key takeaway 
 
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, principals, property managers, and aspiring commercial buyers, providing practical insights and strategies to build wealth through commercial property and make smarter decisions with confidence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We’d love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, John shares his 25‑year journey in financial planning, beginningwith a Bachelor of Commerce, a love for people and numbers, and eventually launching his own firm with just a laptop. Today, his business spans two locations with an 18‑person team, helping clients build, protect, and structure their wealth.
John breaks down what financial independence really means — the point where you can choose to work or not — and explains why strategy, cashflow, and structure matter more than simply accumulating assets. He discusses the biggest mistakes people make with money, the importance of starting early, and why even high‑income earners fall into traps like lifestyle creep, emotional decision‑making, and trying to keep up with others.
He also explains the difference between home loan debt and investment debt, the ideal debt ratio, and how to build a diversified portfolio that supports long‑term financial freedom. John shares practical insights on retirement planning, opportunity cost, eliminating financial waste, and why surrounding yourself with the right professionals is essential. This episode is packed with clear, actionable guidance for anyone wanting to build wealth with intention and confidence
Guest Bio: John is a highly experienced financial planner with more than 25 years in the industry. After starting his career in banking, he launched his own firm 21 years ago with a laptop and a mission to help people create, grow, and protect their wealth. Today, his business operates across Brisbane and Townsville with a team of 18, offering holistic financial advice covering cashflow, debt strategy, superannuation, retirement planning, and long‑term wealth creation. John is known for his practical, numbers‑driven approach and his ability to simplify complex financial concepts for everyday Australians
Connect with John Dalle Cort:
LinkedIn: https://www.linkedin.com/company/my-fortress-brisbane/
Website: https://www.myfortress.com.au/
Episode Highlights:
What financial independence really means
The biggest money mistakes people make
Why starting early matters more than you think
The difference between home loan debt and investment debt
How to determine your ideal debt ratio
The danger of emotional financial decisions
How to avoid lifestyle creep and “keeping up with the Joneses”
Eliminating financial waste and opportunity cost
Why diversification matters in retirement
The importance of working with the right professionals
Timestamps:
[00:00] Introduction
[01:00] John’s 25‑year journey into financial planning
[04:00] What financial independence really means
[07:00] The biggest mistakes people make with money
[10:00] Why starting early matters
[14:00] Debt strategy: good debt vs bad debt
[18:00] Ideal debt ratios and cashflow buffers
[22:00] Emotional decision‑making and auctions
[26:00] Wealthy vs financially free
[30:00] Diversification: property vs shares
[34:00] Eliminating financial waste and opportunity cost
[38:00] Working with the right professionals
[40:00] Closing thoughts & key takeaway
 
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long-term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, business owners, professionals, and anyone wanting practical, jargon‑free guidance to build wealth, manage debt, and create long‑term financial independence.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
Subscribe to our newsletter for exclusive updates: [Newsletter URL]
Missed Last Episode? Catch up here: [Previous Episode Link]
Get in Touch: We’d love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane

In this episode, Matt from LendSmart breaks down the realities of commercial lending, drawing on more than 15 years of experience with NAB and his journey into becoming a specialist commercial finance broker. Matt explains why commercial lending is far more variable than residential, how lenders assess risk, and why choosing the right structure, strategy, and team is essential before purchasing your first commercial asset.
He dives into the differences between fixed and variable rates, how lenders view repayment strategies, and why commercial loans are assessed differently depending on whether the property is owner‑occupied or investment‑based. Matt also explains how to structure finance for cash‑flow‑positive assets, the importance of accountants and entity selection, and how land tax, capital gains, and asset protection influence lending decisions.
The conversation expands into development funding, including how lenders assess industrial and medical projects, the role of pre‑leases, feasibility, builder experience, and why major banks fund less than 7% of commercial developments in Australia. Matt shares the biggest mistakes new investors and developers make, how to become bank‑ready within 6–12 months, and why clarity, discipline, and the right professional team can save you from expensive lessons.
This episode is packed with practical, real‑world insights for anyone wanting to build a commercial property portfolio with confidence
Guest Bio: Matt is a commercial finance specialist and founder of LendSmart, with more than 15 years of experience at NAB before launching his own brokerage. He works closely with business owners, investors, and developers to secure the right lending solutions across commercial, industrial, medical, and development finance. Known for his clarity, honesty, and deep understanding of lender risk, Matt helps clients navigate complex lending environments and build long-term wealth through strategic borrowing.
Connect with Matt Webber:
LinkedIn: https://www.linkedin.com/in/matt-webber-ba3a997b/
Website: https://www.lendsmart.com.au/
Episode Highlights:
The biggest misconceptions about commercial vs residential lending
How commercial lenders assess risk differently
Fixed vs variable rates — what borrowers get wrong
How to structure finance for cash flow positive assets
Why entity structure matters (and why your accountant must explain “why”)
The role of land tax, CGT, and asset protection in lending
What makes a borrower truly “bankable”
The best commercial asset class for beginners
How lenders assess specialised assets like medical and childcare
Development funding: feasibility, builder risk, and pre leases
How valuers influence lending decisions
The biggest mistakes new developers make
How to become bank ready in 6–12 months
Why clarity, discipline, and the right team matter more than anything
 
Timestamps:
The biggest misconceptions about commercial vs residential lending
How commercial lenders assess risk differently
Fixed vs variable rates — what borrowers get wrong
How to structure finance for cash flow positive assets
Why entity structure matters (and why your accountant must explain “why”)
The role of land tax, CGT, and asset protection in lending
What makes a borrower truly “bankable”
The best commercial asset class for beginners
How lenders assess specialised assets like medical and childcare
Development funding: feasibility, builder risk, and pre leases
How valuers influence lending decisions
The biggest mistakes new developers make
How to become bank ready in 6–12 months
Why clarity, discipline, and the right team matter more than anything
 
About Your Host: Varsha Daswani is a commercial property specialist helping Australians build long‑term wealth through calculated risk and practical financial education. With a clear, relatable teaching style and a strong focus on implementation, Varsha brings clarity to complex topics and empowers listeners to make confident decisions.
Who Should Listen: This podcast is perfect for investors, business owners, developers, and anyone wanting practical, jargon‑free guidance on commercial lending, risk, and strategic borrowing.
Support the Show:
Subscribe and rate 5 stars on Apple Podcasts and Spotify.
Follow us on LinkedIn: Varsha Daswani | LinkedIn
 
Get in Touch: We’d love to hear from you! Whether you have feedback, guest suggestions, or sponsorship enquiries, reach us at varsha@sairealestategroup.com.au
Recorded and Produced at our The Podcast Boss podcast studio in Brisbane