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Sunil Kumar - Immigrant Entrepreneur To Real Estate Success

37 minutes

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From failing business to AFR's #1 fastest growing real estate company

Can you imagine being 2 years into your business journey and your business is earning no money? You're working 6, nearly 7 days a week with no pay, you have a mortgage to pay, AND you have a newborn baby too? That's exactly where this week's guest on The Make It Happen Show Sunil Kumar found himself in 2013 with his company Reliance Real Estate in Melbourne.

Five years later in 2018, the business had grown rapidly, opened multiple locations, and was named AFR's #1 Fastest Growing Real Estate Company. And now, Reliance is at nearly 150 people and 10 offices, the recipient of multiple awards, and Sunil is an author of two books. How exactly did he turn what seemed like a failing business with no lifeline or support around into one of the biggest successes in the country?

If you've been hitting a wall, struggling with the growth of your business, then you need to listen to this episode. Sharing some of the keys to his incredible success from his book 'From The Ground Up: 7 Principles For Building A Business Fast' with us on this episode, this is a true testament to the ability that entrepreneurs have within themselves. If Sunil can do it, so can you. Find out how in this podcast episode today.

Questions asked in this episode:

  • 1:23 - How are the current times affecting you? What are some of the challenges?
  • 2:45 - It's been 11 years of the Reliance journey but right back at the beginning, you were losing money every month. 2 years in, it was still looking pretty bleak but fast forward to today, you're one of Australia's fastest growing real estate companies. What are some of the secrets to making that happen?
  • 6:17 - What strategies would you give to business owners to help them hit the phones, prospect day in, day out?
  • 9:42 - You're almost 150 people, 10 offices, how much of your time are you spending on driving growth and how much are you spending on enabling growth?
  • 11:24 - What are some of the key principles to building a great culture, especially now as you've got such a big team?
  • 13:11 - How much interaction and collaboration do all of the different offices have? Do you have to deal with them separately or together?
  • 14:55 - What were some of the other things you took away from The Entourage program that is still being used in Reliance?
  • 21:05 - I'd love to dive into your journey from India in 2004 and then you started your career as a door-to-door salesman, and then you got into real estate and you built Reliance from there. What are some of the challenges you faced along the way? What were some of the great milestones you achieved as an immigrant entrepreneur?
  • 27:45 - Make It Happen In A Minute
Sunil Kumar, Founder of Reliance Real Estate joins The Make It Happen Show

"Action cures fear. Whenever I have bad news, I take action immediately, and that will overcome that news."

— Sunil Kumar

In this episode, you will learn:

  • What you need to refocus on if you're facing money loss in business
  • What allowed Sunil to grow his team from 2 to nearly 140 in 10 offices
  • One of Sunil's biggest lessons in business from nearly losing his business
  • Why it's so important to not take things personally in business
  • Which is more important - prospecting or closing?
  • What to do when you receive bad news
  • And more!




Great insight for business owners and super practical takeaways!

Bruce Casanovic

Amazing guests, great insights into their journey and what has helped make their businesses successful. Great to hear how some of the guests have navigated challenge as well. Loads of good practice takeaways.

Perfect for the Monday commute


Great to listen to on the commute to work on Monday mornings. Great content, well delivered and plenty of insights from industry leaders in a variety of fields. Good to see the entourage getting out there with a podcast series

Top-shelf guests. Top-shelf conversations.


This is so awesome, so helpful, and so fresh. Right from the get-go, the team at The Entourage have brought out the big names in the Aussie entrepreneur and business space to have conversations that every business owner should listen to. I can't wait to see who they bring on next.

Amazing guests


Loved the episode with Tim Fung, Airtasker CEO! You guys are getting some awesome guests in! Thank you!

Entourage on point again!

Adz Rodger

Great content again from The Entourage! Particularly like the 1st episode and the points Tim Fung made about making sure you make time to map out the future and don't get stuck on day to day 'work', as well as the observation that you really need to be strategic about your people management and not just try to save money. Two awesome take homes I have already taken action on!

For entrepreneurs and non-trepeneurs alike


Well this was one of the best things I’ve heard in a while. I’m by no means the target demographic, having zero business or entrepreneurial experience at all. Luckily the advice given for business growth and success is remarkably applicable to personal growth and success. Loved the conversational style, by the end of the podcast I felt like I knew both Tims personally, which is a great mark of engagement. And I loved hearing about the humble beginnings of Airtasker from the founder himself. Give this a listen if you’re craving a bit of personal or professional inspiration.


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