For years, Brad observed property development from the sidelines.

With nearly 40 years in real estate, including owning Harcourts and RE/MAX franchises in New Zealand and representing countless developers and builders, success in property development was always visible… but felt just out of reach.

“I’d watched developers and builders succeed time and time again. I knew the upside was there, but the perceived barrier of project finance always held me back.”

That all changed when the mechanics of the Conclave methodology finally clicked.

What moved him from observer to action-taker wasn’t theory, it was a proven framework that showed how to control development sites without needing large amounts of upfront capital. Once that gap was bridged, he jumped in.

And today, he has a live option deal on the table.

The Deal: From Letters to a Signed Option Agreement

The project, located in Caboolture within the Moreton Bay region, is an area identified as a key growth corridor using insights from the Massland Student Newsletter and the Stash Property platform.

He decided to take proactive action:

• Sent approximately 300 direct mail letters

• Generated 26 responses

• Qualified leads using the TDD (Time, Dollars, Deposit) framework

• Built rapport through multiple vendor meetings

After three meetings, and utilising specific Conclave templates, the vendor agreed to the terms and signed:

• A Heads of Agreement

• An 18-month Option Agreement

• A Confidentiality & Non-Circumvention Agreement

All documents were reviewed and approved by the vendor’s solicitor before signing.

Momentum Stalled and How the Deal Was Saved

Partway through the process, personal circumstances required Brad* to travel overseas for two months. With momentum paused and communication limited, the vendor became frustrated, putting the entire option agreement at risk.

Instead of letting the deal fall over, he applied another key Conclave principle: win–win negotiation.

Upon returning, he proactively repaired the relationship by negotiating a variation to the Option Agreement—increasing the offer by $50,000. The result? A satisfied vendor, a preserved site, and a deal back on track.

“This wasn’t about ego or walking away. It was about keeping the deal alive and protecting the long-term upside.”

The Conclave Frameworks Behind the Deal

This wasn’t luck. It was structure.

Key strategies applied included:

• Market identification & research using Massland data and Stash Property

• Direct outreach via targeted letter campaigns

• Vendor qualification using the TDD framework

• Site control through a structured Option Agreement

• Professional documentation using Conclave templates

• Negotiation using Conclave strategies to manage risk

• Ultimate Buyer (UB) strategy, with site visits already underway

He is currently working closely with Conclave coaches to refine final feasibility details and move toward either assigning the option or exploring a JV opportunity.

The Real Turning Point

Despite decades in real estate, the breakthrough came from one core shift:

Moving from ownership to control.

“Finance was always my biggest obstacle. Once I truly understood how options allow you to control sites and manufacture profit without massive upfront capital, everything changed.”

What made the difference wasn’t more information, it was practical implementation. Seeing how tools like TDD, options, and complex negotiations worked together, turned knowledge into action.

The Upside (Beyond the Numbers)

While the financial outcome may involve assigning the option or entering a JV, the true upside runs deeper:

• Manufactured equity through research, negotiation, and due diligence

• Real-world validation of the Conclave framework

• A repeatable model for future deals

• Momentum to build a scalable development business

“This deal is a catalyst. It’s proof the system works and that I can do this again.”

Advice for Anyone Sitting on the Fence

“If you stay on the fence like I did, you’ll be in the same position in 10 years. Jump in. Follow the education. Use the tools. The gratitude you feel once you have a deal on the table far outweighs the comfort of playing it safe.”

What’s Next

Looking ahead to 2026, the focus is clear: speed, scale, and execution.

With a proven strategy in place, the goal is no longer just one deal, but building a sustainable development business using the same frameworks that unlocked this opportunity