The market hasn’t “stopped” it’s just stopped carrying lazy habits. We’re three weeks out from AREC, and the timing couldn’t be better because this is exactly when real estate agents find out whether they’re doing the work or just taking orders.

We unpack the practical fundamentals that still sell property in a softer Australian real estate market: doing serious buyer work (more depth, more follow-up, better dialogue), tightening your vendor communication around price, and using real buyer feedback to keep expectations aligned with today’s market value. We also talk about set-to-sell meetings, why hyper-product knowledge matters more than ever, and how to speak with calm confidence when interest rates rise and the buyer-seller gap widens.

Along the way, we share stories about standout performers and what great agents do differently, including generosity, humility, and discipline. The big takeaway is simple: you can’t control the Reserve Bank or the headlines, but you can control your process, your conversations, and the energy you bring to every campaign.

What’s the one skill you’re doubling down on before the year ends?

A single headline can freeze a buyer, spook an agent, and quietly sabotage a sale. So we strip the noise away and get practical about what actually works when the market shifts from easy momentum to cautious decision-making across East Coast Australia and beyond.

We unpack what a transition market demands from a real estate agent: resetting vendor expectations early, giving direct feedback after every inspection, and pricing based on what has sold in the last 60 days not what sold six months ago. We also dig into the skill gap that shows up fast when enquiry levels drop: buyer management. If your buyer plan starts and ends with calling people after Saturday opens, you’re leaving deals on the table. Strong agents build a database, stay in touch, learn buyer motivation, and create private appointment urgency without relying on the portals to do the heavy lifting.

Then we get into deal-making: when to take a clean pre-auction offer, why “being a hero” can backfire, and how to negotiate with calm certainty instead of nervous pressure. We finish with one of the most useful owner-occupier frames in a changing property market: the changeover gap. If you’re buying and selling in the same market, the gap often matters more than the headline price, especially for upgraders chasing long-term value.

If this helped you think clearer about selling, buying, or leading clients through uncertainty, subscribe, share it with a mate in real estate, and leave a review with your biggest takeaway.

The world is in chaos. You don't have to be. Focusing on the controllables. And let him go of what you can't control. How top performers choose to block the noise. 

Also touch on that there's a little bit of negativity but good real estate agents are winning in all markets whether it's facing headwinds or having winds behind you good Real Estate agents adjust. 

And many grow their business businesses and times of chaos

“Tell the truth and make everyone feel important” isn’t soft. It’s a system. It wins listings, steadies campaigns and future-proofs your brand as regulators tighten the screws.

Quote with evidence. Show comparables at opens. Keep clean CRM notes so your agency agreement, online range and buyer chats all line up. No grey areas. Just data you can defend.

AML is landing mid-year. Simple ID checks, tight processes and clear checklists are essential. 

And with 6 weeks to Easter and a patchy April, here is your strategy to make more sales and get more listings. 

Want to grow without grinding yourself into dust? We’re kicking off 2026 by focusing on the few standards that compound results: ambition that stretches you, a pit-crew-level team, real integrity, and the speed that wins listings before the weekend.

The market is already humming. Opens across Manly, Forestville and St Ives are pulling 30–40 groups. High demand rewards agents who move fast and think clearly: same-day proposals, immediate contracts, and buyers called back before they hit the car.

We unpack the multipliers: double your goals to shift behaviour, build black-belt support with clear roles, price with radical honesty backed by comps, and master product knowledge so buyers trust you instantly.

We finish with practical levers: lift average sale price, protect your fee, convert more appraisals, tighten campaigns, and run your EBU like a real team. Performance is human too. Health and hydration keep judgement sharp.

AREC 2026 is locked for 24–25 May. Block the dates.

Raise one standard this year. That’s how your next best year starts.

A suburb record falls in Bankstown at six-and-a-half million, but the real headline is what it proves: momentum is still there for agents who price right, run a pro diary, and keep calling when everyone else clocks off. We swap excuses for evidence and map a practical path to 2x growth next year with simple, high-leverage shifts you can implement this week.

We break down a ruthless year-end reset using stop, start, continue—what to cut, what to add, and what to keep but execute with more precision. You’ll hear why belief follows action, how to build streaks that compound, and the exact daily cadence top performers use: blocked prospecting, tight vendor updates, and role-play that actually moves the needle. We share the short-video proposal that beats a 20-page deck, a clean negotiation frame that sets expectations early, and a buyer follow-up sequence that shortens days on market.

We also dive into EBU structure: crystal-clear roles, removing the lead-agent bottleneck, turning assistants into revenue partners, and scaling only as fast as your plumbing allows. Scarcity, used honestly, becomes a close; discipline, used daily, becomes your brand. Use the holiday window to rest, learn, and pre-build January so you hit the ground running with a schedule that looks more like a surgeon’s than a wanderer’s.

If you’re ready to think bigger, act faster, and practice like a pro, this conversation is your blueprint. Enjoy the energy, steal the scripts, and set your 2026 standard now. If this helped, follow the show, share it with a teammate, and leave a quick review—what’s the one habit you’ll start tomorrow?

What actually stops most agents from hitting seven figures? In this episode, we strip away the fluff and go straight to the real levers — belief, identity, environment and daily execution. You’ll learn why goals must force growth: aiming from 32 to 42 sales changes nothing, but aiming for 75 requires a full upgrade in tonality, questions, energy and systems. We also break down why warm prospecting beats vanity content every time. Past appraisals, neighbours around new listings, local buyers and owners you spoke to 6–24 months ago consistently outperform random cold dials and reel-heavy branding that never asks for the business.

We also tackle the environments and compliance realities that most agents ignore. Your culture matters — big office buzz, boutique focus or tight EBU — and the wrong one will quietly cap your growth. We unpack the three circles that hold agents back (situation, other people and self) and why the self is usually the true bottleneck. Plus, with underquoting under the microscope and AI monitoring campaigns, we outline the simple habits that protect trust: document conversations, update guides as enquiry shifts and deliver transparent vendor reports. If you’re ready to stop playing small and operate like a genuine million-dollar agent, this episode gives you the blueprint.

In this episode, we unpack some of the most crucial themes shaping the real estate landscape right now. We talk about the importance of professionalism on social media and why the way you show up online directly influences how the market sees you. Reputation matters — and in this game, perception is reality.

We also cut through the noise around misinformation in real estate, particularly when it comes to over-quoting and misleading price guidance. Our message is simple: clarity and honesty win. Agents who have the skill and confidence to deliver the truth — even when it’s uncomfortable — build stronger trust, deeper relationships and long-term success.

We break down the current market conditions, the power of the November selling season, and how to finish the year with momentum. Despite the headlines and volatility, real estate continues to be one of the best industries for those who stay focused, sharpen their skills and remain committed to serving clients at the highest level.

In this episode, we dive into the flow of today’s real estate world — unpacking seasonal market trends, buyer misconceptions, and the strategic planning needed to win in a hot property climate.

We explore everything from international real estate standards to practical ways of engaging buyers more effectively. Together, we share real-world insights and proven strategies to help agents lift their performance and strengthen client relationships.

As the Australian real estate market continues to heat up, John highlights the importance of auctions and vendor-paid marketing — explaining how the current landscape creates powerful opportunities for agents and brokers to leverage. I also share a story about a young buyer’s confusion around the 5% deposit scheme, a reminder that clear communication and empathy are critical in our industry. Troy rounds out the conversation with powerful points on planning ahead, understanding market seasonality, and aligning with buyer behaviour.

It’s an episode full of lessons, inspiration, and strategies for agents who want to stay sharp, relevant, and successful in any market condition.

This episode explores the evolving dynamics of the real estate industry, highlighting the impact of technology and shifting regulations. The discussion begins with a reflection on community and longevity, before moving into how agents can adapt their practices to meet modern challenges.

With cold calling increasingly restricted by privacy laws and digital screening tools on iOS and Android devices, agents are encouraged to pivot towards building more meaningful client relationships. The implications of the Do Not Call register are examined, alongside practical strategies for moving away from transactional approaches and focusing on long-term value creation.

Key themes include leveraging technology such as AI for smarter lead generation, enhancing efficiency, and positioning agents as trusted advisors rather than direct marketers. The conversation underscores a future where relationships, trust, and genuine value stand at the heart of real estate success.

Underquoting in real estate remains a persistent challenge despite years of legislative attempts to address it, with the REINSW CEO, Tim McKibbin, joining John McGrath and Tom Panos to unpack the legal and ethical dimensions of property price guides. The discussion explores whether underquoting actually benefits vendors or merely creates disappointed buyers who waste time and money.

• The offence of underquoting is representing a price that's less than the agent's estimated selling price
• Agents must work within a maximum 10% price range when quoting to buyers
• If a vendor rejects an offer, the quoted price cannot be lower than the rejected offer
• Agents can adjust price guides during campaigns as market feedback comes in
• The obligation to represent accurate pricing rests with the agent, not the vendor
• Poor industry education contributes to pricing issues with 80% churn rate in NSW real estate
• Serial underquoters damage the industry's reputation and create emotional distress for buyers
• Technology may play a role in monitoring compliance in future regulatory approaches
• Transparency and integrity are essential for rebuilding trust with the public

Underquoting is under increasing scrutiny in Australia, with regulators cracking down on misleading pricing tactics. In this episode, Tom Panos, John McGrath, and Troy Malcolm dive into what underquoting really is, why it happens, and how ethical agents can avoid it.

They explore three common pricing pitfalls: lack of product knowledge, deliberate deception, and good agents being pressured by dodgy competitors. More importantly, they offer real-world strategies—like early buyer feedback, honest price conversations, and aligning vendor expectations transparently across a campaign.

Troy discusses how buyers now use AI to do their own market research, making deception harder than ever. John McGrath reinforces the need for radical transparency, stating, "We don’t condition, we don’t make up buyers, we don’t make up comments."

With Tom reporting a strong market and a recent 100% clearance rate, this timely episode provides essential insights for agents who want to stay ethical—and competitive.

As the financial year rolls over, it’s the perfect time to review what’s working in your real estate business—and what’s not. In this no-fluff conversation, we dig into the strategies that set top performers apart.

High achievers know the value of honest self-assessment. How strong is your listing presentation? Many agents rate themselves a 5 or 6 out of 10—risky business when others are presenting sharp, persuasive pitches that win listings. We show you how to spot weaknesses and sharpen your delivery through practice and polish.

Tech is another game-changer, especially AI tools and dictation that boost efficiency. Instead of getting lost in too many options, pick one or two tools that save time and help you stay connected with more clients, without losing the personal touch.

Knowing your numbers is key. By breaking down last year’s presentations, conversion rates and lead sources, you’ll spot what to double down on. “Volume negates luck”—a solid pipeline protects you from the ups and downs.

Finally, what’s your “one thing”? The single skill or habit that, if improved, would level up your business more than anything else. Whether it’s managing vendor expectations, pushing through call reluctance, or nailing your pitch—committing to that focus for the next 12 months will be a game-changer.

These next 30 days will shape your spring. Ready to make this your breakthrough year?

The forgotten goldmine of real estate success isn't found in another listing presentation or door-knocking session—it's hidden in plain sight within your buyer database. Tom Panos and John McGrath unpack one of the most overlooked opportunities in real estate: buyer servicing. While most agents are fixated on listings and door-knocking, the real leverage lies in your buyer database—and chances are, you're barely scratching the surface.

You’ll hear why top agents aren’t just working with 5–15 buyers—they’re nurturing 40–50 qualified ones at any given time. John McGrath explains how strategic buyer work leads to listings, referrals, and stronger sales outcomes: “Buyers become sellers and influence whether a property actually sells.”

Tom and John break down the practical tactics elite agents use to dominate with buyers:

How to conduct meaningful buyer interviews

Why recommending a competitor’s listing can actually boost your brand

How to use team huddles and calendar planning to maximise buyer conversions

They also dive into the mindset shift that makes all the difference: approaching buyers with authenticity and an abundance mentality. It's not just about transactions—it’s about trust, loyalty, and long-term wins.

As Tom puts it: “Without a buyer, nothing gets sold or settled.” If you’re ready to future-proof your business, this episode will give you the blueprint.

In this episode, the trio unpack the highlights of AREC 2025, noting the electric atmosphere and standout sessions, particularly Will Guidara’s keynote on meaningful engagement. 

They then shift focus to social media, examining the fine line between genuine personal branding and ego-driven content. The trio critique common trends on platforms like Instagram and TikTok and offers practical tips for agents to create authentic, value-driven content. 

The episode wraps up with a discussion on defending real estate fees and sustaining a value-based approach in a competitive market.

The discussion covers key strategies in lead generation, relationship building, and listing presentations, all designed to help agents boost their sales and client engagement.

Tom Panos introduces the Million Dollar Roadmap, a strategic plan that agents attending the upcoming AREC conference will receive to strengthen their business game. John McGrath shares powerful insights on turning clients into raving fans and mastering prospecting, while Troy Malcolm highlights the value of tapping into personal networks and staying in regular contact with clients. The trio breaks down actionable tactics across four key areas: generating leads, nurturing relationships, excelling in listing presentations, and closing deals—providing agents with a clear advantage in a competitive market.

The significance of structured time management through the implementation of an "Ideal Week," the hosts aim to equip agents with tools to enhance their daily operations.

As Easter weekend coincides with auction schedules, they explore the complexities of timing and public holidays and their impact on real estate activity.

 They highlight the importance of routine, planning, and balancing work with well-being. Tips include managing energy levels throughout the day and integrating personal time to stay productive. With nods to Dr. Fred Grosse and AREC insights, it’s a practical chat on staying organised and thriving in the industry. 

"Real Estate Black Belt" framework — a comprehensive guide showing agents what to focus on at each career stage from earning $150k to $2M+ in commission.

You will gain invaluable insights, including:

• The critical role of product knowledge mastery in building a strong foundation.
• How strategic team building can free agents from non-dollar productive tasks and amplify efficiency.
• Tips for managing time and energy in the early phases of a real estate career.
• The evolution of sales techniques and client relationships that drive long-term success.
• The importance of leadership and mindset shifts for those aiming to reach the top.

Join us at AREC 2025 on May 25-26 at Gold Coast Convention Centre. Tickets available now at arecconference.com.au 

Be a Real Estate Gym member and save $100 on your AREC ticket! https://www.realestategym.com.au/

Uncover the top 10 mistakes real estate agents make—and how to avoid them. From overquoting and pricing transparency to staying connected with past clients, we dive into the key strategies that drive long-term success. 

This episode blends storytelling with practical insights, covering smart delegation, authentic customer service, and the right way to use social media. Whether you're a seasoned agent or just starting out, this conversation is packed with actionable advice to help you thrive in the industry.

4o

The focus is on the recent reduction in interest rates and how it influences the real estate market. They discuss how to leverage this change to add value to client interactions, enhancing the role of communication in fostering relationships with buyers and sellers.

This episode delves into the art of communication within the real estate market, emphasising that even amidst fluctuating interest rates, consistent and clear dialogue with clients is vital. 

John McGrath shares insights from coaching sessions, highlighting the importance of guiding clients to make informed decisions. The episode also underscores the role of curiosity and continuous learning in personal and professional development, crucial for real estate professionals eager to scale their business.

Let's kick off the 12th year of the Million Dollar Agent podcast!

• Real Estate Gym's 10th Anniversary: Discover how this training program has transformed countless careers and learn how you can become part of the monthly accountability program to supercharge your success.
  
  
• Effective Marketing Strategies: The impact of being humble and client-focused should not be underestimated. Learn how to make your listings stand out without the fluff.
  
  
• Mastering Client Relationships: Learn the importance of maintaining strong connections post-sale, leveraging the peak-end effect, and turning every transaction into a lifelong client relationship.
  
  
• High-Impact Activities: Get actionable tips on prioritising your daily tasks, making crucial "now phone calls," and managing your time effectively.
  
  
• AREC 2025: Mark your diaries for AREC 2025 on the Gold Coast on May 25th and 26th.

Tony O'Doherty's results speak for themselves: he has sold over 120 properties in the past 12 months, with an average house price of $1.85 million.

Having established market dominance in a relatively short period, Tony is best known for his “best people, best performance” philosophy.

In this Masterclass, you’ll learn:

• Super Teams: Strategies to foster collaboration and accountability within your team.
• Effective Business Units: The art of aligning goals and metrics to drive team performance.
• Swim Lanes: How role clarity reduces inefficiencies and boosts productivity.
• Mindset Model: The psychology of top-performing agents and how to replicate their habits.
• Marketing Mastery: The secrets to attracting, engaging, and converting leads through effective campaigns.

John McGrath shares his firsthand experience as a buyer, providing insight into what customers appreciate and expect. 

Learn how concise advertising can capture attention more effectively than a 'hard sell'. 

With the end of the year providing a prime opportunity for transactions, now is the time to stay active in the market and make the most of the holiday rush.

Let's uncover the hidden potential of a high-volume real estate market, and reveal the strategies that separate successful agents from the rest.

• We dissect the importance of focusing on controllable elements like client relationships and product knowledge. 
• Discover how effective pricing conversations and clear expectations can transform challenges into opportunities, even when selling times stretch longer than usual.
• We discuss the necessity of using market data and buyer feedback to inform vendors, highlighting how regular updates can keep all parties aligned and ready to act. 

Whether you're navigating seller expectations or managing buyer relationships, we offer insights to help you master this shifting market. 

Delve into the art and science of negotiation—a fundamental skill for real estate success. Drawing on decades of combined experience, the discussion unpacks strategies transforming negotiation from a mundane task to an expert-level skill crucial for real estate agents.

Enhanced negotiation skills aid in fetching the best property prices and fortifying an agent’s reputation for delivering client satisfaction.

From dissecting real estate negotiation tactics to elaborating on the importance of emotional intelligence, this episode provides practical insights that every agent can implement. 

Whether discussing the balance between caring and remaining professionally detached or the pivotal role of face-to-face interactions, the conversations align around creating value and achieving win-win outcomes. 

Celebrate the spring selling season—a critical period in real estate stretching across September, October, and November. With spring signifying an extremely busy time in the real estate market, our hosts delve into the key elements of crafting an impeccable listing presentation. They explore essential strategies and insights that can lead agents to success during these lucrative months.

The discussion revolves around the three critical phases of a listing presentation: the pre-presentation, the actual presentation, and post-presentation strategies. 

The discussion focuses on four primary topics: 

1. Overpricing listings
2. Underquoting
3. Absence of price guides, and 
4. Detrimental social media practices by real estate agents. 

(plus, a dash of AFL fun) 

Tom Panos, John McGrath, and Troy Malcolm dive deep into insights from Ryan Holiday, a modern-day philosopher renowned for his works on stoic philosophy.

We discuss the importance of humility, continuous learning, and the concept of "two sacred hours" for productivity. 

Key takeaways include:

• setting firm goals
• embracing the process over ego, and 
• preparing for unexpected challenges with "panic rules." 

This episode blends philosophy with actionable steps for agents to invoke their inner-Stoic.

• Early Stages Focus: Becoming successful in real estate requires a keen understanding of product knowledge, foundational skills, and effective time management.
• Evolving to a Black Belt: Achieving high GCI levels involves strategic chasing of listings, developing brand positioning, and leveraging a supportive team structure.
• Pathway to Mastery: Real estate mastery is a process that involves continuous learning, client-focused service, and intelligent marketing.

Navigating the real estate landscape requires a mix of determination, strategy, and ongoing education. 

Drawing insights from the experiences and wisdom shared by industry leaders Tom Panos, John McGrath, and Troy Malcolm, we explore the pathways to achieving 'real estate black belt' status - a metaphor for reaching exceptional GCI (Gross Commission Income) levels. 

Let's delve into the core themes and step-by-step strategies to ascend the real estate ladder.

Happiness is a choice. 

Success often starts with the right habits and rituals. Learn how early morning routines and effective communication can give you a competitive edge. 

We'll explore how getting up early, exercising, and making vendor calls before your competitors can turn vendors into passionate advocates for your business. 

Consistency and patience are key to long-term success. We'll delve into the power of incremental progress, sharing inspiring stories like a colleague’s 100-kilometer run and personal experiences of overcoming illness.

 By focusing on the immediate next step and maintaining discipline in your processes, you can achieve significant accomplishments over time. 

Drawing inspiration from sports,  we’ll emphasize the importance of playing the long game. 

Join us for a deep, engaging discussion on building positive habits and rituals that lead to lasting success.

Last chance to get tickets to AREC 2024  and empower your personal and professional journey with over 20 of the world's top speakers!

Drawing from listener questions, we delve into the ethics of influencing clients' decisions, focusing on the importance of putting their interests first. 

 We share our experience from a Strathfield sale that achieved a remarkable price with minimal market exposure and the approach to discreetly navigating these unique deals. 

We then outline the art of transitioning these quiet listings to public campaigns, leveraging qualified buyers and the influential reach of social media. 

Drawing from Amy Morin's influential "13 Things Mentally Strong People Don't Do," this episode helps those striving to achieve emotional balance while navigating the high-stakes world of real estate. 

We dissect:

• people-pleasing
• radical transparency, 
• act of releasing the past
• growth, discipline, and other mindset strategies that mould top-performing agents.

Our guest Seth Watts, the Real Estate AI Guy reveals 3 revolutionary tools that can immediately help you:

• Get price reductions from the most stubborn vendors
• Connect with buyers in their native language
• Scale your business and your farm area, and more

Who will be the first $20m GCI agent using AI? 

Start using these tools today - and it could be you!

Scaling your real estate business from $250K - $1m requires a machine mindset and strategic focus.

Here is the proof that building a robust business is easier than you think...

What would you give to 5X your real estate business in 2024?

What if it could be easy and meant that you could have more time and more income? 

In our year-end episode, John McGrath, Tom Panos & Troy Malcolm revel practical strategies on resetting for the new year. 

We delve into the power of a positive mindset, the law of attraction, and the impact of consistent calling. 

We also share actionable tips to help you wrap-up 2023 sucessfully, secure listings for the new year, and why launching listings early can be a game-changer.

As we bid farewell to this year, we express our deepest gratitude to you, our listeners, for your unwavering support. 

We anticipate an exciting new year, bursting with enlightening content and a brand-new podcast studio! 

See you soon and let's make 2024 your best year ever! 

We want to honour our dear friend Mat Steinwede today. Mat recently experienced the unbearable loss of his son and his story is a powerful reminder of the resilience and strength that's often needed in life and in business.

Inspired by Mat's tenacity, we discuss strategies for coping with 'Black Swans' and discuss the role of a supportive team in times of tragedy, and the lessons we can learn from the book 'Option B' - finding strength in adversity. 

We will also focus on the importance of being fully present in our work, right up until our break starts. We owe that to the people we service. Remember, Christmas starts on 25 Dec, not mid-Nov.

Let's dive in, as we hold space for grief, resilience, and the unwavering spirit of the human condition.

Gain tools to channel your inner Van Gogh and understand why an artist's mindset can help you in real estate sales.

You'll learn about Alex Jordan’s prospecting approach and the innovative use of WhatsApp stories. 

We’ll also delve into why mindset, energy, and narrative play such a pivotal role in successful prospecting. 

Plus, we'll touch on the necessity of being well-prepared, the art of communicating in transparent language and the balance of providing just enough information without overwhelming your clients. 

Implement game-changing insights and strategies.

Are you brave enough to 'choose yourself' and take responsibility for your decisions in this ever-changing industry? 

There is an art to 'listing what sells'. John McGrath , Tom Panos & Troy Malcolm reveal the process...

Plus, we take a deep look at the crucial role of timing and patience in real estate. 

We weigh in on the pros and cons of listing a property now against waiting for the New Year. 

Remember, in real estate, it's often about playing the long game.

What happens when we shift our social media perspective from ego posting to community posting? 

We explore how a focus on educating rather than self-promoting can drastically change your relationship with your audience and engagement. 

Let's dive straight into the world of content creation, demystifying how to craft content that resonates with your local community. 

From promoting your local favourites to leveraging council newsletters for video blogs.

We underline the significance of blending storytelling and facts in your content, showcasing your expertise without losing the human touch.

 Plus, we introduce you to the concept of a 'day in the life' video, an excellent avenue to remind your audience that beyond the professional persona, you're human, just like them!

Let's delve into invaluable strategies for managing the increased volume without compromising your service. 

We discuss the importance of staying on top of market trends, and having a proactive approach to reappraising properties.

We also examine an inspiring quote from  Australian professional rugby league coach, Trent Robinson and discuss how it's relevant to your everyday hustle as a real estate agent. 

Whether you're a seasoned agent or a rookie, this episode is packed with insights that can help you turn challenges into opportunities this Spring selling season!


P.S. - As an added bonus, we'll bring you our thoughts on who will come out on top in the upcoming AFL Grand Final. 

We dissect what a 10 out of 10 auction process looks like.

We'll also unpack the differences between private treaties and auctions, and why a top agent needs both in their toolbox. 

This training will help you understand and believe in the auction process.

We also share effective auction strategies and the critical role that vendor servicing plays. 

We emphasize weekly buyer's meetings and presenting comprehensive weekly reports to vendors. 

Hear a heartwarming story about an agent who went the extra mile with a first-time auction attendee, resulting in a listing. 

We kick off by drawing inspiration from the Matilda's World Cup triumph and examine how their strategies can be applied to the real estate world. 

We then delve into the winning game plan of Australia's top 1% of real estate agents, who have brilliantly combined the process of McDonald's and the simplicity of Apple with high energy and authentic personality to achieve remarkable results. 

Building on that foundation, we then guide you through the process of becoming the "McDonald's" of real estate, extracting the best practices from major corporations and implementing them in your own business. 

A richly metaphorical and deeply insightful episode you won't want to miss!

Let's address the elephant in the room - why so many real estate agents struggle with prospecting.

 We'll discuss the importance of maintaining integrity, being present in conversations, and how investing time in building relationships is beneficial in the long run.

Additionally, we'll emphasize how leveraging social media can skyrocket your prospecting results. 

Learn how strategic use of platforms such as TikTok, and creating content that is more educational than sales-oriented, can help you reach a wider audience and get more listings.

Let's dive into the critical subject of personal branding in real estate and how it can wield influence over property prices.

Gain practical tips on how agents can amplify their empathy when serving vendors in stressful times. 

Discover effective strategies for keeping buyers captivated by a property, even amid uncertain times. 

Finally, we investigate how agents can optimize their relationships with buyers through candidness, trust, and delivering crucial information. 

Join us as we analyse the implications of the Reserve Bank of Australia's announcement on the real estate market. This episode can help agents list properties effectively and supercharge their sales. 

And if you're considering selling your property or bringing a listing to market, we have some essential advice for you.

Also, let's take a trip down memory lane with John McGrath as we reminisce about selling real estate when technology was minimal. 

John shares the creative strategies he used to stand out in a competitive industry. This conversation underscores the vital role of efficiency in time management, communication, negotiation, and listing presentations. 

Finally, let's explore how to carve your own success in the real estate industry. We discuss our personal journey and the importance of product knowledge, remarkable service, and the unique art of buyer-servicing. 

We also delve into the benefits of attending auctions and joining historical societies to bolster your industry knowledge. We underscore the indispensable role of passion, enthusiasm, and continuous personal growth and learning. 

The episode is packed with actionable tips to help you stand out and thrive in the real estate industry. So tune in and let's elevate your game in real estate!

What would it be like if realty offices functioned using the principles of a rugby team? Imagine the heightened sense of camaraderie, the collective morale driving towards success! 

Join us as we draw parallels between the dynamics of the Queensland rugby team and the real estate world - a fascinating viewpoint that could potentially shift your perspective on how your office operates.

The real estate market is akin to a battlefield, where strategy, adaptability and accurate decisions can determine victory or defeat. 

In today's discussion, we are venturing into Sydney's Blue Ribbon suburbs, dissecting the factors driving price growth, and why accurate property listings are crucial in this arena. 

We'll also address the importance of establishing trust with potential buyers - a factor that can make or break a deal. For those with surplus funds riding on market trends, and the agents catering to them, we have some insightful revelations.

Beyond dissecting the market, we're also sharing golden nuggets on how to maximize opportunities in real estate. From the underestimated power of reaching out to past clients to strategies that help you connect more effectively with potential clients - every nugget we share today could be a game-changer. 

Tune in for an insightful journey through the world of real estate, where we see things through a unique lens!

(00:00:00) - Recap of AREC Speakers
(00:08:54) - Authenticity and Content Success Formula
(00:16:38) - Maximizing Real Estate Success
(00:20:33) - Real Estate Industry Conference Recap
(00:24:16) - Maximizing Potential With Four-Year Focus

(00:00:00) - Leadership Lessons from NRL Coach Trent Robinson
(00:03:12) - What Kills Deals and What Makes Deals
(00:05:06) - The Qualities of Great Deal Makers
(00:07:05) - Managing the Sale Process to Ensure a Successful Outcome
(00:09:22) - Being Creative in Dealmaking
(00:11:35) - Negotiation Strategies for Real Estate Deals
(00:16:10) - Maximise Price Through Competitive Tension
(00:18:55) - Resetting Expectations
(00:20:29) - Social Proof
(00:24:08) -  AREC 2023: Real Estate Gym members get the best deal

(00:05:10) - Lead Generation Strategies for in a Low Volume Market

(00:06:31) - The Keys to Attracting Listings

(00:11:06) - Superior Buyer Servicing 

(00:12:56) - Building Awareness and Momentum in Your Market

(00:14:20) - Strategies for Open Homes and Qualifying Potential Clients

(00:21:36) -  How to Increase Your Real Estate Sales Through Networking

(00:23:07) -  Creative Strategies for Real Estate Agents

(00:30:08) - Overcoming Rejection & AREC 2023

(00:00:00) - Building Self-Confidence Through Sustainable Long-Term Growth

(00:06:51) - Stoicism

(00:09:17) - Creating Psychological Safety to Foster Innovation in the Workplace

(00:16:59) - Great Thinking and Life Design

(00:00:00) -  Introduction to Jeremy Khoh: Leadership, Coaching, and Excellence in the Work Environment

(00:02:30) - Ego and Its Impact on Business Performance

(00:04:27) - Exploring the Peak Performance Pendulum: How to Reduce Ego and Enhance Performance

(00:05:43) - Overcoming Fear of Failure and Call Reluctance

(00:11:28) - Shifting Identity to Achieve Success

(00:13:50) - Exploring Identity Values: A Conversation on Elevating Performance and Well-Being

(00:16:16) - Exploring Identity: A Conversation on Finding Your True Self

(00:18:51) - Setting Realistic Goals for Success

(00:20:36) - Exploring the Impact of Ego on Motivation and Success

Connect with Jeremy Khoh: https://jeremykhoh.com/

(00:00:00) - Results from the Roy Morgan survey

(00:02:45) - Exploring the low trust of real estate agents and how to change it

(00:04:32) -  The Power of Professionalism

(00:06:23 ) - Building a professional reputation

(00:12:49) - Creating raving fans through exceptional service

(00:14:27) - Giving back to the community and reducing ego

(00:17:54) - Raising the standards of the real estate industry

(00:22:11) - AREC 2023 tickets are selling out fast

(00:00:00) - Exploring Vertical Video and Social Media Strategies for Real Estate Agents with Tom Panos and John McGrath

(00:01:30) - Discussion on Social Media Platforms for Real Estate Agents

(00:03:37) - Leveraging Vertical Video for Maximum Impact

(00:12:29) - Real Estate Strategies for Social Media Success

(00:14:08) - Social Media Influencers in Australasia

(00:16:03) - Real Estate Marketing Tips: Be Authentic and Tell the Truth!

We discuss underquoting, secret commissions and referral fees, the phrase "Quote it low and watch them go!" and ethics in the real estate industry.

(00:02:31) - Summary of speakers for AREC: 25th Anniversary

(00:07:56) - The Four Corners Episode: Price Guides and "The Impact of Underquoting in the Real Estate Industry"

(00:16:48) - The importance of honesty in real estate

(00:19:49) - Strategies for accurately setting price guides in a low-absorption market

(00:21:43) - Misleading conduct

(00:26:00) - Product knowledge

(00:29:03) - Transparency with rebates

(00:32:18) - US congress rips into the CEO of TikTok

"Only when the tide goes out do you discover who's been swimming naked." - Warren Buffett.

The tide certainly went out this year. 

Agents who were overpricing, unable to manage vendor expectations, not great marketers, and weren't expert negotiators - were exposed.

In this episode of Million Dollar Agent podcast, John McGrath & Troy Malcolm provide a Summary of The Best from 2022:

• 02:00 – How to join us for weekly Prospecting Blitz
• 08:38 – Mat Steinwede 31 Mins
• 11:51 – Summary of The Best from 2022
• 26:18 – The core skill you need to thrive in 2023

The Real Estate Gym doors close on 16 Dec for the 2022 intake.

And what is this costing you? 

Is it possible that you've been putting off:

• Starting a fitness program 
• Launching your personal marketing campaign
• Hiring a new assistant 
• A health check-up 
• Launching a new profile video
• Updating your online profile pages
• Revising your listing presentation 
• Posting on social media
• Having a crucial conversation with a vendor 
• Letting go of a vendor who is not listening to feedback

In this podcast, we cover how you can release the pressure and cognitive strain caused by putting things off.

Industry veteran Seth Watts reveals some fascinating data on how VPA is being spent, and what the best agents are doing to grow their brand and market share in 2022.

Seth is the co-founder of CampaignAgent. Their service, VPAPay is used by smart agents to win more listings. VPAPay enables vendors to pay for marketing upon settlement with $0 upfront. Find out how

11 questions from Tim Ferriss' great book Tribe of Mentors:

1. What are one to three books that have greatly influenced your life?
2. What purchase of $100 or less has most positively impacted your life in recent memory?
3. How has a failure (or apparent failure) set you up for later success?
4. If you could have a gigantic billboard anywhere with anything on it, what would it say and why?
5. What is one of the best or most worthwhile investments you’ve ever made? (Could be an investment of money, time, energy, etc.)
6. What is an unusual habit or an absurd thing that you love?
7. In the last five years, what new belief, behaviour, or habit has most improved your life?
8. What advice would you give to a smart, driven college student about to enter the “real world”? What advice should they ignore?
9. What are bad recommendations you hear in your profession or area of expertise?
10. In the last five years, what have you become better at saying no to (distractions, invitations, etc.)? What new realizations and/or approaches helped? Any other tips?
11. When you feel overwhelmed or unfocused, or have lost your focus temporarily, what do you do?

Shift your selling from your head to your heart.