Send us a text 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 sellin...
Aug 12, 2025•1 hr
Send us a text 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 fe...
Jul 28, 2025•32 min
Send us a text 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...
Jun 30, 2025•18 min
Send us a text 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 workin...
Jun 16, 2025•23 min
Send us a text 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 discuss...
Jun 04, 2025•28 min
Send us a text 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 ...
May 07, 2025•23 min
Send us a text 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 pe...
Apr 15, 2025•17 min
Send us a text "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 te...
Mar 24, 2025•28 min
Send us a text 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 y...
Mar 10, 2025•23 min
Send us a text 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 insight...
Feb 18, 2025•16 min
Send us a text 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 th...
Jan 29, 2025•32 min
Send us a text 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 pe...
Dec 02, 2024•58 min
Send us a text 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.
Nov 06, 2024•26 min
Send us a text 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...
Oct 21, 2024•22 min
Send us a text 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 imp...
Oct 09, 2024•24 min
Send us a text 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-pre...
Sep 11, 2024•37 min
Send us a text The discussion focuses on four primary topics: Overpricing listings Underquoting Absence of price guides, and Detrimental social media practices by real estate agents. (plus, a dash of AFL fun)
Aug 27, 2024•34 min
Send us a text 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 i...
Aug 12, 2024•21 min
Send us a text 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 e...
Jul 30, 2024•29 min
Send us a text 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 10...
Jun 19, 2024•26 min
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Jun 05, 2024•46 min
Send us a text Last chance to get tickets to AREC 2024 and empower your personal and professional journey with over 20 of the world's top speakers!
May 21, 2024•15 min
Send us a text 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....
May 08, 2024•26 min
Send us a text 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....
Apr 26, 2024•22 min
Send us a text 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!...
Mar 25, 2024•23 min
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Mar 07, 2024•34 min
Send us a text 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...
Jan 17, 2024•26 min
Send us a text 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 wh...
Dec 07, 2023•28 min
Send us a text 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 impor...
Nov 15, 2023•26 min
Send us a text 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 w...
Nov 01, 2023•32 min
